RSSWhat do Sellers Need to Understand – and When?
Oct 19, 2009 Sales Related, Top Posts
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 presentation and pitch to ensure the buyer understand how your solution will fit in their environment. You also need to understand the buyer’s vision, and criteria for Excellence.
There is no way to truly understand anything else.
Read the rest of this entry »
Tags: buyers, gps, issues, need, new skills, partner, seller, understand, vendor
Business Practices for Managers
Jun 10, 2009 Decisioning & Change Management
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 any way that would work for me. The material was crisp, easy to read and understand, and covered every aspect of management – from simple decision making ideas, to managing people, to learning how to effectively manage your resources – financials, sustainability, process management. It’s kind of a simplified How-To/Hands-On MBA.
Tags: decision making, leadership, management tools, new skills, organizational culture, systems
