1. A Survey of Sales Effectiveness:Global Research on What Drives Sales Success Contributors: Mark Marone, Ph.D. Chris Blauth 2. IntroductionTo gain a better understanding…
Slide 1The initial meeting Remember it is the principles not the words per se. – a provocation? The five steps of selling are the foundation – the boundaries of options…
Slide 1 1 Erica “What” and “Why” and “How” as overarching framework for mode lectures 1 2 Introducing… 3 Your Design Challenge… 4 Whether you like it or not……
Understanding Buyers â How and why customers buy Understanding Buyers â How and why customers buy Chapter 3 Understanding Buyers Starts with understanding yourself,â¦..and…