Speed Blog

5Jun, 2017

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

By | June 5th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , , , , , |0 Comments

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.

29May, 2017

Trusted Adviser Sales – 15% More Opportunities Unifying Buying Committees

By | May 29th, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , |0 Comments

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.

15Apr, 2017

Book: The Key to the C-Suite by Michael J. Nick

By | April 15th, 2017|Categories: Blog, Featured|Tags: , , , , , |0 Comments

The Key to the C-Suite, Michael J. Nick - With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or services will have on a company’s financial statements. This book shows readers how to build a convincing business case and present it to C-level executives. "What you don't know can hurt you -- badly" -- read FOREWORD by Jill Konrath.

1Feb, 2017

Sales Conversations: Why Deep Listening is THE Competitive Advantage

By | February 1st, 2017|Categories: Blog, Featured, Selling Executives|Tags: , , , , , |0 Comments

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...