John Holland: Page 2

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.

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Business Process

4 Realities Sellers Need to Align With and Engage Executives

Selling to the C-suite is about explaining the product's value to achieving company-wide goals.

Growing a Business

'A' Player Sales Tips: 5 Things Successful Sellers Do

The way you speak, how you feel and how you make others feel it's all part of the learning process you need to embrace.

Business Process

A Seller Must Earn the Right to Close With Buyers Today

B2B sales is ever green, running in cycles of buying and not-buying over a years-long relationship. It's not about closing today.

Business Process

How to (Finally) Get Buyers and Sellers on the Same Page

There's plenty of room for improvement in the world of ecommerce. Both buyers and sellers are worse off than they were 15 years ago.

Business Process

Apathy at the Top: Why Senior Management Has Given Up on Its Sales Force

Confused by Internet hype, confounded by fads, companies must put customers back at the center of their strategy, where their salespeople can serve them

Business Process

7 Assumptions Salespeople Should Never Make

Buying behavior continues to change at warp speed. Here are seven things not to do.