The Upside: Killer Sales Tips from the folks at Glance Networks

Introduction: Turn Your Sales Cycles into "Buying Cycles"
Recently I broke bread with good friend and CEO of Plan2Win Software, Steve Harper.  As we commonly do, Steve and I discussed his New Orleans Saints, my New England Patriots, Religion, Politics, and all things Sales. On this particular day I was grinding my “Sales-Cycle-Axe”, when Steve kindly interrupted and asked; “Why do you still refer to it as a Sales Cycle?” Apparently I looked at him in amazement as he continued, “With all of the information available today to any consumer, prosumer, or B-to-B buyer, they drive the process, not you – it’s a Buying Cycle – get it?”

Steve continued to enlighten me, and for more of his wisdom I would direct you to his Blog at www.territoryplan.com. The result of that discussion lead me to produce this series of papers on Sales 2.0 Basics.

-- Tom Scontras, VP, Sales & Marketing, Glance Networks

Always Be Closing
"Always be closing,” the ABC’s-of-selling mantra popularized by David Mamet’s awarding-winning play, Glengarry Glen Ross, is good advice tangled up in wrong execution.

It’s a classic movie, but Sales professionals know that you shouldn’t think of closing as just the final contract negotiation. This narrow view of closing is too often sullied by the overly aggressive inexperienced sales persona.

Instead, the closing to