Past Issues


How to Read the No. 1 Buying Signal: Responsiveness

Early in my sales career, it was sometimes common practice for potential buyers to meet with salespeople … well … just because. The old joke in office equipment and telecommunications—two professions that at the time were often characterized as true “commodities”—was some buyers just liked “terrorizing” salespeople. That, and they had nothing better to do. (more…)


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