Leading your sales team to win Large Value Customers
Winning large value customers and high value transactions sounds like an obvious strategy, then why is it so difficult to put into practice? In my 30 years in sales, I’ve …
Winning large value customers and high value transactions sounds like an obvious strategy, then why is it so difficult to put into practice? In my 30 years in sales, I’ve …
Identifying top sales performers at job interviews – Three challenges to solve: So “we want to hire top performers” does need precise preparation and process to hire the right candidates. …
Technology vendors must evolve their sales focus, and market messaging, to sell software in a market that is facing severe disruption from both extreme volatility in the global economy and …
As the end of a quarter, or financial year, approaches it is vital to be aware of the number selling days left and to plan carefully how to use the …
Until now, best practice for high value technology sales has comprised three steps: Discover a prospective customer issue that you can solve, perceived at C-Level to be disruptive Quantify the …
More recent sales training and methodologies promote the idea that customers are well informed about vendors’ solutions, and that “discovery” questions are no longer required to establish needs because buyers …
Today, I wanted to invite a discussion about how sales leaders can support their teams. Many of todays leaders did not experience the 2008 market downturn or the even …
As a highly experienced former Global VP of sales, I understand the challenges facing leaders – one of which is why it often takes so long for a new hire …
As a former Global VP of sales with over 30 years’ experience in the market, I’m only too aware that making a quarterly sales number is part of a sales …
Effectively managing remote sales staff across different locations can be challenging, trust me, I’ve done it before. As a former senior software sales professional and global VP with over 30 …
As a former software sales expert and global VP with over 30 years’ experience, I think it’s fair to say I’ve gained a lot of knowledge about the sector, including …