Buying IT has changed. It is now as much a business decision as a technology decision and that makes the financial analysis of the costs and benefits and the return on investment very important. The implication for those selling IT is that a technically oriented sales pitch is no longer enough! With a range of […]
What are the principles of world-beating solution selling? Well, here communicate them using a rich metaphor – one that you won’t easily forget. It is Jefferson’s Octopus In A Wheelbarrow! Jefferson Thomas Jefferson, was a founding father, lead author of the Declaration of Independence and 3rd President of the United States of America. […]
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.
The search for the most powerful sales question is ongoing. The objective, to find the one key question that will help the sales person to win the complex B2B sale. There are as many sales questions as there are sales techniques. But not all questions have the same power in terms of engaging the customer, […]
Sales managers often think about the effectiveness of the sales team, sales strategy or sales process. However, there is one vital ingredient of sales success that is generally overlooked. That is the health of the sales organization. Organizational Health – The New Sales KPI A sales team’s strategy, process or skill-set may not be enough […]