I want to give Dave Kurlan of Objective Management Group the credit for stimulating this article. I’ve added a link to his original piece below. Whilst trials have become an accepted and effective way of selling consumer or personal productivity software tools, many vendors ...
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 - ...
Note: This article has been adapted from the latest fully revised and updated version of my “Introduction to Outcome Centric ...
Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction ...
I’ve written before about the persuasive power of a Mutual Success Plan in technology-based B2B sales, and I believe the ...
Whenever a purchase is inevitable (the customer must act) your competition tends to be predictable - and it will often be ...
As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never ...
I recently recorded another conversation with Andy Paul, award winning author, speaker and the host of the Sales Enablement ...
