Q: What’s for desert? A: The salesperson!
Three salespeople and one procurement professional were deep in debate. The topic was the rise of the competitive tender and the delay in calling sellers to the table. “The problem is we are being called to the table later” said one exasperated sales manager. Continuing the table analogy he added “they don’t call us in until long […]
Where Are Buyer Searching For Suppliers?
The patterns buyers use to search for solutions is of vital concern to salespeople. However, for too many salespeople buyers are searching in the wrong places!
SELLING IS DEAD: Moving Beyond Traditional Roles and Practices to Revitalise Growth
The good news is that the market for your solution is much bigger than you think it is. The bad news is that you need a completely new way of selling in order to capitalize on it. This is the message of ‘Selling is Dead’ by Marc T Miller and Jason Sinkovitz. From time to […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
