White Papers

These resources are made for CEO's, VP's, and Sales persons of technology companies who use consultative selling methods to generate revenue.

Selling Technology to the Enterprise

• Difficulty Selling Software to Sr. Execs, and What Vendor CEO's can do
• Does Your Technology Sales Compensation Support Your CEO's Strategies
• How VP's of Sales Can Boost Prospecting
• Best Practices Selling to Sr. Executives
• Difficulty Selling Software to Sr. Execs, and What VP's of Sales can do
• Creating Urgency in your Deal
• How to Sell without Sounding Like a Vendor
• Teach your Salespeople to Prospect with the Buyer in Mind
• The Value in Building Value
• Connect with Propsects using a Systematic Process

Channel Selling to the Enterprise  -  posted on          

• How to Sell to Senior Executives (VARS)    

                                                           

Value Validation & ROI Selling  -  posted on 

•  The ROI on ROI
•   Why Johnny Can't Sell

Account Management Optimization

     ·    Account Management: Art of the XSell - UpSell

Selling Online Advertising   -  posted on 

•  Disconnecting the Sales Stereotype 
• Three Principals for Phone Prospecting
•  Sign the I/O!

Pipeline Deals Blog  - posted on

•  People Do Business with People They Like

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