One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long … [Read more...] about How to sell when you're not a salesperson
Our customers don’t know what they don’t know
Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer … [Read more...] about Our customers don’t know what they don’t know
How to make complex sales as simple as possible but no simpler
In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.” This … [Read more...] about How to make complex sales as simple as possible but no simpler
Can a Sales Process Help Sell Value?
Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The … [Read more...] about Can a Sales Process Help Sell Value?
How to make your sales process as compelling as a tree
There’s an Oxel tree standing beside an ancient fisherman’s shack on the Swedish island of Gotland. Although the shack is just a single … [Read more...] about How to make your sales process as compelling as a tree
This is why some B2B customers are still buying in the current climate
There’s no doubt that the vast majority - if not all - of discretionary, could-put-it-off until later B2B purchases are being deferred in the … [Read more...] about This is why some B2B customers are still buying in the current climate
