December 18, 2017

Hollywood movies have depicted “the close” as a salesman, devoid
of conscience, using guile and deception to manipulate his clueless customer into signing an agreement that will end badly for him.
His manta...“A...B...C...Always Be Closing!”

Thankfully, the real world of closing in a B2B environment...

December 15, 2017

Trust takes time, effort, and repetition to build and sustain. Evidence of consistent behavior built on the best interest of the other party will allow each to succeed. Open and honest communications by both parties as to strengths, weaknesses, measures of value, and expected successes are required...

November 29, 2017

Developing and executing a customer-focused account plan is one of the most powerful components of Strategic Account Management and is often the most neglected. You wouldn’t think of running a department or business without a written plan, but too often account managers will manage a multi-million d...

October 24, 2017

In order to talk about the emotional side of selling, one must first answer a few questions...

What is the definition of a successful sale?

A successful sale is one in which all parties agree to the value of the sale. It must be a win for the buyer, the seller, and the companies involved. It must also...

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