Sales leaders are all the time looking for new technologies to gain an advantage for their team. But when you’re trying to choose or prioritize, there are so many options. According to Nancy Nardin or Nicolas de Kouchkovsky who have both researched the market to compile and categorize all available products, there are close to…
If I love you a lot, and demonstrate that to you clearly through my actions, then I think it is only fair that you love me back. If you don’t want to love me back, or if for some reason you feel you can’t, we would probably both be better off if you would be…
I took last month off from writing. A month is a long time for me not to post anything – but it was time for me to read more than write, to focus solely on learning from others, and take some time to observe, assimilate and extrapolate on some thoughts that have been going around…
In a previous post I have written about the value of an Executive Sponsor Program. The benefits are clear; but it is not always straightforward to embed it in an organization. For an Executive Sponsor Program to work, it must first of all be a program: a series of strategically crafted objectives, activities and measures,…
I too have heard the horror stories. The senior executive arrives to join the ‘closing call’. Because she is not well prepared she sends the deal sideways. Or because there are no agreed rules of engagement she overrides the salesperson’s pricing strategy during the meeting. Everyone’s credibility suffers. I’ve seen this happen too many times. Sales…
Building long-term relationships in business matters. To succeed you need to understand how the company works, the relationships between the people, and the politics of the organization. When you access the right people in the buying committee and deliver personalized value messages (and substance) your likelihood of sales success is dramatically higher. In the next…
