What Every Executive Needs Every sales person must have in the forefront of their mind the impact / likelihood graph. This is the final outcome of every discovery process. What is the impact, and what is the likelihood of achieving gains or guarding against high-impact loss? If you can show this in a compelling way, […]
Several companies I am working with right now are going through various assessment and discovery programs to create justification for larger projects. This builds on the material presented online last week. The problem is, most assessments are too technical. A change is needed if justification is going to be found in your discovery/assessment process. Here […]
A couple of attendees emailed questions regarding competitive advantage…following Wednesday’s Cisco sponsored webinar. I thought it might be helpful to address this here: (Q) Why is Operational Efficiency or Risk Mitigation easier to sell than Competitive advantage? First, it’s important to note, I did not say you can’t sell using competitive advantage as your value […]
Twelve things that define a consultative sales person 1. They improve the client’s position – a business level improvement. 2. Product is never the business driver; it is simply a tool being used in the improvement process. 3. Money is not at the center of negotiations, likelihood of successful improvement is. 4. Discovery is an […]
High Tech Business Growth 