Business Accelerator Model – Sales Diagnostic Tool

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 …

remote management across borders

Sell software remotely in a tough market

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 …

Why sales deals get stuck

Top job interview tips

In these very uncertain times, unfortunately, it seems likely that some jobs could be at risk and this is going to put a lot of people onto the jobs’ market.  …

get stalled sales deal moving

Top three actions for a remote sales force

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 …

remote management across borders

How to lead an isolated sales team

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 …

Harnessing research for sales success

Harnessing research for sales success

We’re operating in a world where technology means we have a wealth of information to hand, but sometimes more isn’t always better. The power of online data sources gives sales …

essential skills for pre-sales

Five essential skills for pre-sales

Pre-sales engineers/consultants are an integral part of the technology sales team and their role is constantly evolving. They act as subject matter experts in their field and add value to …

manage remote sales staff

10 tips for effective remote management

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 …