Selling Executives

Why the Challenger Sale fails and how to correct in 1 Day

By | November 20th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

Salespeople cannot expect to meet the specific needs of a prospective customer without completely understanding their industry and company goals.

Value Gap: Start at the Top, Sell the Bottom Line – in 24 Hours

By | October 21st, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

Vendors that do not recognize the “value gap” may see a looming problem in 2018 as market conditions continue to change. What is the gap?

Value Realization as a Service – Startups & SMB Vendors Sell Value on a Budget

By | September 22nd, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

The central challenge of a prospect realizing value from technology investments stems from the vendor’s misaligned goals and incentives of selling it that way. A vendor’s unsubstantiated value can evaporate a provider’s status as a trusted resource or partner very quickly.

Business Outcomes – How it Guarantees Faster Deals

By | September 8th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

After sales has done months or quarters of laborious, time-consuming work in researching a new account, crafting their best emails and value props, prospecting via social and networking, accessing and engaging with buyers and committees, and delivering their proposal - they still need to close and on time.

Consultative Selling: You’re Only at 10%, How to Get to 100% Overnight

By | August 15th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

Competing in today’s crowded, global markets for a steady stream of high-quality sales opportunities is tough, and reaching decision makers burdened with information overload is even more difficult. Time is the new currency.

Consultative Selling: Improve Pipeline Velocity 15% Selling Sr. Business Execs

By | July 17th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

When SAP© hired London-based Loudhouse, the research division of Octopus Group specializing in B2B “brand to sales” technology, to produce their “What’s the Future of Sales” study and paper, I was skeptical on whether there would be significant insight to help predict the future.

Sales Intelligence: Accelerate New Opportunities in 30 Days Accessing Decision Makers

By | June 5th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |

I was speaking at a business group of local technology companies, start-ups and established businesses. They told me that a key priority was more quality appointments with influencers to help build more productive and higher-convertible pipelines.

Trusted Adviser Sales – 15% More Opportunities Unifying Buying Committees

By | May 29th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , |

For the clear majority of Vendors, irrespective of their products or markets sold into, new accounts are the growth engine. Especially in Enterprise sales, there are several reasons why it’s so challenging to break into new accounts.

MANUFACTURERS REPS – HOW TO IMPROVE INDUSTRIAL SELLING IN 30 DAYS

By | April 5th, 2017|Categories: Blog, Selling Executives|Tags: , , , , , , , , , |

Competing in today’s crowded, global markets for a steady stream of high-quality sales opportunities is tough, and reaching decision makers burdened with information overload is even more difficult. Time is the new currency.

Sales Conversations: Why Deep Listening is THE Competitive Advantage

By | February 1st, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , |

Effective business communication sits above the spoken word more than it does on the written word. Above the spoken word is an even greater power in the art of influencing which is based not on how they talk…. but how they...

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