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 … [Read more...] about Why do so many trials end up as tribulations?
What’s your customer’s unique value story?
Generic value propositions, although they might be of some use in persuading potential prospects to make initial contact with you as a potential … [Read more...] about What’s your customer’s unique value story?
Your customers don’t care about your so-called “solutions”
Everywhere you look, sales organisations of all descriptions are promoting their so-called “solutions”. It’s become such an overused … [Read more...] about Your customers don’t care about your so-called “solutions”
A brief history of sales opportunity qualification
The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical … [Read more...] about A brief history of sales opportunity qualification
Why it’s time to focus on outcomes
Note: This article has been adapted from the latest fully revised and updated version of my “Introduction to Outcome Centric Selling” - … [Read more...] about Why it’s time to focus on outcomes
Today’s 3 Frontline Sales Management Priorities
Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction - have always played an … [Read more...] about Today’s 3 Frontline Sales Management Priorities
