Author: Ellen Quackenbush

Defeating the No-Decision” Trap: The Power of Divergent Thinking”

Written by Ellen Quackenbush on September 21, 2021. Posted in Selling with Confidence.

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. What’s standing in your...

Great questions create strong customer connections

Written by Ellen Quackenbush on June 17, 2019. Posted in Uncategorized.

One of the top challenges sales leaders share is their Sellers’ hesitancy to engage in early, prospecting conversations with customers. It is common for us to hear sales leaders lament that their “Sellers are great once the product discussion...

B2B Negotiation is Much More Than a Sales Strategy

Written by Ellen Quackenbush on January 22, 2019. Posted in Selling with Backbone.

Management guru Peter Drucker stated that the purpose of business is to create and retain customers. But Drucker omitted an essential component for how companies stay in business — namely, that the customers they select and serve must be...

5 Essential Selling Skills to Change the Customer Conversation

Written by Ellen Quackenbush on November 1, 2018. Posted in Negotiating with Backbone.

Today’s customers are savvier and more impatient than ever. Being a Challenger and disrupting the customer’s status quo is just not enough anymore.

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