John Holland

John Holland

Guest Writer
Chief Content Officer of CustomerCentric Systems

John Holland is co-founder and chief content officer of CustomerCentric Systems in Sutton, Mass. His company provides sales process consulting and training.

More From John Holland

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If You Can't Understand Why the Sale Fell Through It Was Probably One of These 5 Mistakes

You have to talk to the people who can write the check. Never assume they will read the proposal and get back to you.
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Get Those Quotas Moving (Upward!) in 2018! 5 Things Your Salespeople Can Do.

Fewer than half of salespeople make quota, on average. Here are some best practices for to help them hit their targets in the new year.
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Becoming a Truly Customer-Centric Organization Is Harder (and More Necessary) Than You Think

Your audience doesn't want to be 'sold' anything. So how can you make them want to buy what you're offering?
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The 2 Questions Salespeople Dread From Gatekeepers

Who are you and what do you want? You won't get to talk to the decisionmaker if you don't have answers.
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5 Tips for Handling Reactive Inbound Sales 'Opportunities'

Competent top sellers can gain access to the people that will be involved in buying, funding and implementing offerings. But patience and effort are required.
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How to Align With Today's Expert Buyer in 9 Steps

Do your homework, ask questions and establish sincerity and competence.
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Your Sales Training Won't Stick Until You Modify Your Behavior

To ensure your sales training is successful, create a controlled and facilitated environment.
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Making the Sale Requires Making Nice-to-Have Into Got-to-Have

If the customer tells you it costs too much but won't ask for a better price, you haven't persuaded them they need what you're selling.
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Belief and Behavior Is What Makes Sales Training Stick

The lessons learned through role play, skill development and case study aren't soon forgotten.
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4 Characteristics of Adaptive Sales Organizations

Nimble businesses focus on leading indicators and develop their approaches around data further upstream in their pipelines.
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5 Reasons to Prospect Within Your Existing Customer Base

If you take your clients for granted, they'll notice. So will your competitors.
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Was it Price, Product or Something Else That Lost You the Sale?

The real reason for lost sales is usually the competitor did a better job selling their product but few buyers will tell you so..
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It's Mid-Year and Time for a Reality Check

Set your goals exuberantly but evaluate your progress soberly.
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The Key to Providing Superior Buying Experiences

Wait for it. Wait for it. Now, you've got it. That's right: Patience is what separates the best sellers from all the rest sellers.
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