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Thanks for posting this info. I just want to let you know that I just check out your site and I find it very interesting and informative. I can’t wait to read lots of your posts.


Interesting article. I am in the sales too and am actively thinking how to engage and provide the right solutions for the customer.

carol white

The big issue is who is the decision maker.identify
Who the behind the scenes stakeholders are.meet with them.u r dead right that buying time is shortened. Sales people in the past did hv short attention span. Nowadays the profile for a sales person needs to include analytical skills and relationship management

Jeff Blackwell

I like everything about this article. In respect to "B) the cognitive limitations of our minds" I believe "decision process" is also part of the cognitive landscape.

Scott Marker

Great observation! I am out in the field everyday and Gerhard broke down the today’s biggest challenges and some solutions to one page. Gerhard it the Obi-Wan Kenobi of sales.

Scott Marker

Twenty-year B2B sales veteran
Founder of MSA
Author & Publisher

Nancy Jacobs

20+ years in the industry and you are spot on in my humble opinion.

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