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
Mutual Success Plans: A Collaborative Approach
I’ve written before about the persuasive power of a Mutual Success Plan in technology-based B2B sales, and I believe the concept is so important … [Read more...] about Mutual Success Plans: A Collaborative Approach
