by John Rudow | Mar 25, 2024 | Direct Sales
In the fast paced world of digital sales and technology solutions, the dynamics of the buying process have seen a dramatic shift. With information at their fingertips and transaction processes more streamlined than ever, customers often view themselves as nearly...
by John Rudow | Feb 13, 2024 | Direct Sales
The essence of modern sales lies not merely in addressing immediate customer problems but in enlightening customers about opportunities and solutions they hadn’t previously considered. Today’s market demands sales representatives who can be consultative...
by John Rudow | Sep 15, 2023 | Direct Sales
As a young sales rep I was told that I needed to guide customers through the sales process because customers were naïve and didn’t know how to buy complex things like technology solutions. I was supposed to be the expert and the customer would benefit from my...
by John Rudow | Sep 10, 2023 | Channel Sales
“I can’t believe it! I just got an out-of-office reply from the partner sales rep running the largest deal of the quarter! How can she think it’s OK to take holiday the last two weeks of our quarter!” Intellectually we know that partners don’t always run their...
by John Rudow | Sep 5, 2023 | Direct Sales
We have the best technology. We have a superior solution. Our solution is the industry leader. These were written on index cards by audience members from different companies in answer to the question, “What is your company’s primary differentiator?” and I was reading...
