In sales, all success comes from aligning the way you sell to the way buyers buy. Everything you do, must be tied to the buyer's buying process. If you are following a standard sales process, you’re ignoring the unique situation that your customer is in. Instead of following a sales process, using a sales strategy instead will help you determine what needs to happen to align your solutions with your customers needs. The only way to make a difference for your customers is to know what your client cares about, give them a reason to care about what you offer with a map to get there, and to focus on THEIR client, because when the client accomplishes their goals, everyone wins. Read more