Urgency

The 4 Phases of Customer Evolution

by | Dec 20, 2012

Customer evolution is the full-circle sales cycle in which prospects evolve into customers, then become returning customers, then turn into former customers, who eventually evolve back into prospects. Learning how to to understand this process and prevent the...

Avoiding Last Minute Deal Breakers

by | Dec 11, 2012

The issues that arise during the closing phase of a sale are arguably the most frustrating part of B2B selling. After putting blood, sweat, and tears into a sale, a flurry of questions, objections, and problems can demoralize the most upbeat salesperson. Understanding...