John Holland
Bio
John Holland is co-founder and chief content officer of CustomerCentric Systems in Sutton, Mass. His company provides sales process consulting and training.
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Latest
If You Can't Understand Why the Sale Fell Through It Was Probably One of These 5 Mistakes
You have to talk to the people who can write the check. Never assume they will read the proposal and get back to you.
Get Those Quotas Moving (Upward!) in 2018! 5 Things Your Salespeople Can Do.
Fewer than half of salespeople make quota, on average. Here are some best practices for to help them hit their targets in the new year.
Becoming a Truly Customer-Centric Organization Is Harder (and More Necessary) Than You Think
Your audience doesn't want to be 'sold' anything. So how can you make them want to buy what you're offering?
The 2 Questions Salespeople Dread From Gatekeepers
Who are you and what do you want? You won't get to talk to the decisionmaker if you don't have answers.
You Have 3 Goals the First Time You Meet a Potential Client. Popularity Is Not One of Them.
This is business. Stop worrying if they like you.
5 Tips for Handling Reactive Inbound Sales 'Opportunities'
Competent top sellers can gain access to the people that will be involved in buying, funding and implementing offerings. But patience and effort are required.
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