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Articles tagged with: new skills

Why are sales tied to solutions? How is that working for you?
Friday, 16 Jul, 2010
Why are sales tied to solutions? How is that working for you?

The buying decision journey involves more than finding a solution: buyers have private stuff they must complete and decide on with colleagues before they get the buy-in to make a purchase. We’ve sat and waited while they’ve done this.
That has been the downfall in the sales model. Until now, and as a result of our inability to have influence over […]

What do Sellers Need to Understand – and When?
Monday, 19 Oct, 2009
What do Sellers Need to Understand – and When?

As a sales professional, you learn early on that your need to ‘understand’ a buyer. But what, exactly, do you need to understand?
On the sales end of the equation, you NEED to understand the prospect’s situation to make sure you are placing the appropriate solution in the right place. This same data will give you ability to fine-tune your […]

Business Practices for Managers
Wednesday, 10 Jun, 2009
Business Practices for Managers

I recently discovered the site of Good Practice, an Edinburgh-based company that specializes in creating very easy to use material for middle managers. When the CEO Peter Casebow gave me access to the management section of the site, I found it quite easy to use, and with several options to make the material accessible in […]