Pre-sale Relationship Plinko

There are a few other characteristics that I’d like to highlight from my experience there, and again, it really has nothing do with the specifics of that university in particular. It was a very large organization, with thousands of employees, and the division I belonged to, the military division, was really a fraction of the […]

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It was very poor experience and they had absolutely no control on those calls. They’d get immediately put on the ropes during those calls and I’d hear them trying to diagnose issues and give specific recommendations two minutes in on the relationship, or they’d try to either answer or dodge questions by saying something like: […]

Read More The CONCLUSION Part II


Here’s the long and short of it: people make major purchasing decisions based on emotion and then they try to justify it afterwards with logic. We’ve all heard this before, and we all know it’s true – this is no secret. I know I covered a ton of information throughout all of this, so if […]

Read More The CONCLUSION Part I

There’s Nonverbal Communication even in our Verbal Communication

So when you think of non-verbal communication, the first thing that probably jumps to mind is body language. And I think it’s probably a normal assumption to think that stuff like body language, and facial expressions, and certain physiological triggers (like talking with your hands) don’t really matter when doing business over the phones because […]

Read More There’s Nonverbal Communication even in our Verbal Communication