In a recent article (Advance or disqualify!), I proposed that salespeople - rather than clinging on to lifeless sales opportunities in the hope of a miraculous and unlikely resuscitation - should politely and professionally disqualify deals where the customer is unwilling ...
In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant ...
It might seem strange - in a season when we traditionally wish goodwill to all men and women - to take the position that ...
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production ...
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how ...
I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant ...
I want to give Dave Kurlan of Objective Management Group the credit for stimulating this article. I’ve added a link to his ...
Generic value propositions, although they might be of some use in persuading potential prospects to make initial contact ...
Everywhere you look, sales organisations of all descriptions are promoting their so-called “solutions”. It’s become such an ...
The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - ...
