Compelling Value Proposition
When my cycling buddy rang to see if I wanted a ride over the weekend, he was surprised when I answered no!! I never turn down the opportunity for a cycle, so why this time?
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sales skills
I Am Not A Salesperson
Not everyone is a natural-born salesperson, but you can still effectively help people buy your services or products. Discover tips and strategies to guide potential clients towards making a purchase without feeling like you’re selling.
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Adapting Sales Training For Millennial Sales Teams
The future of sales training may well lie in understanding and adapting to the learning preferences of the millennial generation.
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Why I Became Interested In Sales
Learn more about why sales excites Chris Smith and how his passion extends to helping others learn how to have sales conversations with customers.
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Ask Better Sales Questions
One of the things that always surprises me in our work in complex sales is the response to this question – ‘have you ever been taught a commercial questioning tool?’
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Are You Really Listening To Clients?
Are you REALLY listening to your clients, or just waiting to speak? After all, you are going to be valued as an adviser for your knowledge and expertise in your specialist area of complex sales, aren’t you? Yes…but no!
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Delivering Value – “Everything Is Up”
I talked previously about the importance of talking about value and how it must be phrased in terms of business outcomes. Here we expand on the work we’re delivering for a leading global professional services firm and how we deliver value for them.
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The Importance Of Talking About Value
What do we mean by value? And in whose eyes is that value? Learn more about the importance of talking about value when talking with clients.
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Dealing With Procurement Blog Roundup
What is it that any team dealing with procurement – especially when it’s a complex sale – needs to know? We’ve brought together some of our tips from the last year to explore this very question.
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Buying Journey Phases In B2B Complex Sales
Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
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B2B Complex Sales And The Buying Journey
In B2B complex sales we should focus on what matters most to the buyer and less on what matters to the salesperson or the seller’s organisation.
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Is Selling In A Virtual World Really That Different?
Is selling in the virtual world really that different? I thought it might be helpful to expand on why I think some things haven’t changed.
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