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 […]
How Soon Can You Really Get Them ‘Across The Line’?
Buying decisions are often a lot more complex than sellers realize. They can involve up to 5 stages – many of which do not involve the salesperson. That has real implications for getting the deal across the line.
Buyers Say: ‘Interactions with Sales People Can Add More Value’
‘Insights Selling’ Could Triple Your Sales Success Says New Book
Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy. A new book by the Rain Group (called Insight […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
