Free articles on sales and building better business relationships, which complement the engage approach.
If you have been “sold to” in the past, you will remember being subjected to inauthentic salespeople operating from a prescribed list of questions. They were not really listening, just waiting to pounce on anything you said that opened the door to a sale. Those days are over.
Sophisticated, informed Buyers are looking for authentic, knowledgeable Sales Professionals who can conduct a meaningful conversation.