Unleash the power of a compelling business case
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...
Why ‘Critical Thinking’ is an essential sales skill
If you understand the importance of gathering information about your customer, before you attempt to ‘pitch’ a solution.
Radio silence: what to do when buyers go cold
Some of these reasons we can definitely do something about – earlier in the selling process. For example, when a prospect asks you for a proposal.
Fundamentals of Selling – How Value Relates to Change
Professional selling is just as vital to the conduct of good business as it ever was.
Fundamentals of Selling: Relax, and drop the fake bonhomie
Most business people with any experience can see through this sort of thing a mile off, and it is so transparent, it’s counter-productive.