Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level
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. […]
Could The iPad Kill Solution Selling?
The much publicized failure of one of the world’s largest iPad contract represents another ‘nail in the coffin’ of Solution Selling You have heard people say that Solution Selling is dead. But what you probably don’t realize is that the iPad may be hastening its demise. More specifically the much publicized failure […]
Sellers: Don’t Wimp Out Because Of Their Process!
Don’t get paralyzed by the buyer’s process. Don’t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don’t cast aside the basics of either solution selling or relationship selling.
Sales Hopscotch: Turning Buying Process To Your Advantage
Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale.
But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.
9 New Ways To Nudge Your Customer To Buy
More information is simply not enough to get the buyer to across the line – we all know that. If it was then we would write longer proposals and provide more detailed product sheets. In this insight we will use the latest buyer psychology to examine how to nudge the buyer towards a decision.
Building A Logical Argument For Buying Your Solution
How do you build a logical argument for the purchase of your product or solution? One that can beat the competition, secure the budget and win the deal? As we will examine in this insight the formula is clear.
New Perspectives On Sales Success – Research From RAIN Group
Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world.
Solution Selling – Dead Or Alive?
Buyers still need solutions right? Well, of course they do. Indeed, they want better solutions than ever before and they want a better price too! The only problem is that they don’t necessarily need or want the sales and marketing that goes with them. This paradox is at the centre of a new controversy in […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
