sales strategy
A change management perspective
One thing that every sale involves is change. Unless you convince your buyer to change something in the way they are doing business, you won’t have a sale.
Value Realization, Value Positioning, Value Creation
As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers.
Answering Your Most Burning Referral Selling Questions
After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. (Maybe even more frequently than before.) I’m going to answer them right now.
Is Your Solution Easy To Buy?
We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them
Polarization of sales logics - the future role of sales people
Not so long ago, before the Internet became a force of nature in the beginning of the 21st century, sales and marketing departments dictated the flow of information.
Seven factors that separate winners from losers in an economic downturn
No one has missed the global crisis we are in right now. A crisis that caused countries to completely close their borders, caused the worst stock market crash in modern history and where large parts of the economy are completely shut down. This is happening for real. But it is also a fact that there are factors that separate winners from losers in a situation like this.
