One of the key principles of value selling is that unless and until our customer acknowledges a problem that requires action, they have no need to invest in a solution and there is unlikely to be a sale. But not all problems are equal. The issue could be trivial, ...
As a recent McKinsey article points out, as much as half of a company’s value creation rests with its sales force. Their ...
Inflexion-Point has just announced a partnership with Membrain to incorporate our Value Selling System® methodology into ...
According to research conducted by SiriusDecisions, the #1 sales effectiveness challenge facing today’s B2B sales leaders ...
When I was running my own sales organisations rather than coaching others, I used to get incredibly frustrated with sales ...
The precise proportions vary a little depending on what researcher you listen to, but the general conclusion is remarkably ...
What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary ...
I want to turn my attention in this article to a pattern I see repeated across a number of the clients that have approached ...
Complex B2B buying decisions are fundamentally exercises in change management and in an increasing number of cases even ...
When it comes to positioning (and getting your message across), most B2B sales organisations face either a crowded or a ...
