by Nick Constable | Oct 29, 2024 | Uncategorized
In today’s fast-paced tech industry, sales professionals face the constant challenge of convincing discerning clients of the real-world benefits behind software solutions, particularly those in competitive fields like information security. A well-crafted business case...
by Nick Constable | Jul 11, 2017 | Sales
One of the most frustrating things that can happen in a sales cycle is…….nothing at all. After months of talking and promises, your best, fully qualified, enthusiastic prospect is ready to move forward. You send them a proposal and…….silence. It seems there’s no...
by Nick Constable | Apr 28, 2017 | Sales
“Hiya, how are you today? How was your weekend?” I was the next name up on this guy’s prospect list, or maybe I accepted a LinkedIn request, or downloaded an article, and here he was, exuding fake bonhomie and cheesy over-familiarity. Full marks for enthusiasm, zero...
by Nick Constable | Apr 6, 2017 | Sales
A salesperson who seeks first to understand, before seeking to be understood is starting the process of building a consultative relationship, whilst avoiding the pitfalls of arrogantly appearing to ‘know it all’ and lecture the customer on what he/she thinks the...
by Nick Constable | Apr 6, 2017 | Sales
A few years ago, when the business world was gripped by the internet boom, it was fashionable to predict an end to traditional selling done by humans meeting other humans. Michael Dell, to name but one example, was showing the world how to sell complex technology over...
