Five tips to win business in a crisis
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 …
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 …
Technology vendors must quickly evolve their sales focus, and market messaging, to sell software remotely in a tough market, as customers are making radical and rapid changes to: Protect …
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, at this unprecedented time, I wanted to invite a discussion about how sales leaders can support their teams. Many people did not experience the 2008 market downturn or …
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 …
As we approach the end of the year, for many sales people this is also the last few weeks of the financial year, in fact, from mid-November there are less …
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 …