Selling the Sage Way

The best sales people, especially early in the sales cycle, do the least amount of speaking but have the greatest amount of impact, per word, when they do.  This episode focuses on the skill of "active listening" and why it's important that your customer makes the first presentation during the selling cycle.

This episode briefly describes the four components (vision, guiding principles, dynamic methodology, conversational selling intelligence) that make up the Sage Customer Centric Selling Framework and why they are critical to institutionalize across your selling organization.

Your vision of becoming your customer's "Trusted Advisor" must be anchored in certain beliefs or principles that guide your actions as a seller.  This podcast describes the importance of having those beliefs and how they become your sherpa on the journey to trusted advisorship.

An episode detailing the selling challenges for modern day SaaS sales organizations and how "next level" sales organizations are overcoming these challenges by evolving into "Trusted Advisor" status with their customers.