Winning at Procurement

Over the years, many of our clients have come to us and asked for our advice about how to complete a complex sale with a prospect who has a well embedded and rigid procurement function.‘No matter how much I use SPIN (Situation, Problem, Impact, Need) and LAMP (Large Account Management Process), I still get referred back to a faceless procurement department. All the time we’ve spent working with the client…

Why an excellent question framework is critical to sales success

‘You’re like Mickey Mouse, he has two ears, two eyes and one mouth, use them in that proportion’, a memorable piece of advice from my first ever Sales Manager.What this Sales Manager quite rightly highlighted was the importance of putting the potential customer’s challenges and needs at the heart of any sales conversation. Whether you lead on the front line in the sales engagement or are responsible for coaching your…

Put customers at the centre

There’s no doubt that on initial inspection there is a huge amount of confusion and apprehension as to what ‘digital transformation’ means for businesses and organisations. But as noticeably, if not more so, there is a bewildering number of definitions of what is meant by ‘digital transformation’.The research from a-zI have read, amongst many others, McKinsey’s take on the 7 Traits of Effective Digital Enterprises, a Deloitte article looking at…