Browsing All Posts filed under »Sales 2.0«

The future of Sales is to Stop Selling

July 30, 2013

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Buy One, Not Two, Half Price I am currently working with a business that goes to great lengths to help their customers buy less of their product. That’s right, their sales reps will spend time getting to know you, understand your business, demonstrate how they can help and then do what they can to shrink […]

Essential Tools for the Social Leader

May 9, 2013

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This continues to crop up in conversation with my colleagues and customers. What are the essential tools for leading in a networked and social era. Here are my top 5. Evernote. Strictly speaking, not really a social tool. However, those that are living in the cloud (living the vida nuba) need a note taker that […]

The Sales Process; SPIN or SPIV

January 13, 2013

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Last year I posted and tweeted a fair amount on the subject of sales process. Many, it seemed to me, were all too focused on the success of the seller with scant regard to the buyer. I argued that even more enlightened and consultative approaches have a problem of perspective. Buyers don’t believe they are ever […]

Sales Cycles Suck

August 11, 2012

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Sales cycles are a preoccupation for sales professionals? Where is the deal in relation to the cycle? Is the prospect progressing through the cycle as forecast? Organisations invest thousands of man hours in training and countless more in implementing them. There are more than two hundred and fifty titles on Amazon alone that cover the subject. They […]