Sales – The Emotional Anchor Required on Every Deal
Closing a sale has its challenges. Great product knowledge is a must. A deep understanding of your target sectors and prospects including trends, key players, vocabulary, and future prospects, are crucial to closing deals. A world-class sales process that...12 Key Steps To Selling
12 Key Steps What is the prospect trying to achieve? – Deployment of skilled diagnostic questions Probably require the prospect and/or the Sales Professional doing some homework after initial conversation What objectives are non negotiable? What has happened in the...3 Examples Why Budgets Are Irrelevant to Sales
Sales teams worldwide are often met with the dreaded – I’m sorry we just don’t have budget! Well let me give you some simple logic why budgets are totally irrelevant to spending decisions. 3 Examples Just because a line item has been created in the...5 Reasons Why Order Takers Will Kill Your Business
If you’re selling to businesses, private companies, public companies large and small you need to be careful not to fill your sales ranks with order takers. An order taker may be just fine in a retail environment although I’d be careful. But in a B2B environment order...Prospecting is not dead: Search Vs. Discovery
Seth Godin published one of his mind-dismantling blog posts earlier this month: Search vs. Discovery. In the post, he was drawing a clear distinction between the two. In Seth’s words, “search is what we call the action of knowing what you want and questing until you...Operational Excellence For Exits
Acquisition Support Services
Acquirers Need a Playbook
Valuation Gaps & How To Close Them
Our Books
