sales methodology
Why Membrain is the sexiest software in the sales industry, according to this expert
“It’s the sexiest software to manage sales I’ve ever seen, and makes my job of managing and scaling the business easier.”
Try Selling Sand!
As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds.
Where is your prospect in their buying journey?
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying journey.
Are you selling "me-too" or "breakthrough"?
Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either stick with the status quo or choose the cheapest from a set of apparently similar options? Or why even if they do have a preference, the customer is often only willing to pay a very modest premium for what they see as no more than a "slightly better" solution?
Creating a new axis for SPIN® Selling
Like many people of my generation, I was brought up on SPIN® Selling. It’s a little chastening to reflect on the fact that the book was first published nearly 30 years ago, but it (as Neil Rackham himself pointed out in a recent APS conference) remains a highly relevant element of the complex B2B sales toolkit.
Solution Selling vs The Challenger Sale
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts.
