Great series from Steve Woods , this round featuring Jocelyn Brown - required reading for B2B salespeople and marketers: "I am buying the solution to a problem. Understand what that problem is and speak to that. I am very open with sales people about what I am trying to accomplish and where I am in my buying cycle. I will give people an out on their investment of time so once we agree to continue then we have a bit of a contract. Until you speak directly to solving my stated problem I am not interested in what else you can do for me. " …see more