The responsibility of a sales professional is to diagnose their customer’s situation and together they will make a quality decision about the product or service to fix the problem. How…
Gain More Credibility Through The Questions You Ask
I'm sure you'll agree that establishing credibility is one of the most critical elements in securing a new customer. The customer must see you as a credible and trustworthy resource.…
The 3 Traps of Selling Conventionally in Complex B2B Sales
Prospect, qualify, present and close. These are the basic elements of the conventional sales process that most sales organisations and salespeople still follow today. The conventional sales process is the…
Master The Complex Sale
To maximise your opportunities, take time to understand the customer's needs and concerns – and know when to walk away from a sale that is not good for either party.…
Building A Value Driven Organisation
Long Term Objective The long-term objective of a company should be to ensure the value of all the solutions it provides is accounted for and that none is ‘leaking’ on…
The Greatest Threat to Possible Growth
Value is the lifeblood of the business world. In the form of improved efficiency, effectiveness, and ultimately, profit, value is the only thing that business-to-business customers are interested in buying. Companies like yours seek…
The New Core Competency for Growth-Minded Companies
Are you sure that you’re providing the value your customers bought into? Even if your answer is an emphatic yes, you might want to take a closer look into your…