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Helping the customer identify new opportunities to grow their businesses, working with customers who've identified a problem but need to better define it and research alternative solutions, working with a customer who has well researched the issue and has issued a RFP, or working with a professiona Read More
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In the latest issue of the Harvard Business Review, the folks at the Conference Board have declared “The End Of Solutions Sales.” Upon reading this, I immediately thought of Mark Twain’s quote, “Rumors of my death are greatly exaggerated.” While, I suppose, it stirs up the pot to declare the end Read More
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First, I have to credit my friend Jack Malcolm as the inspiration for this week's article.  He's writing a parallel series of articles.  Recently, he wrote Read More
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We know we have to understand those needs and present our solutions in the context of what they value. Procurement professionals are no different. It's our jobs to understand what their needs are, what they value, how we can help them achieve their goals and produce results. Selling to them is no d Read More
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In a recent episode of Mad Marketing TV, Colleen Francis, President of Engage Selling discussed what sales managers can do to help their sales team be more effective. Read More
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Just as sales organizations have embraced sales systems to improve how they sell, buying organizations have implemented procurement systems to improve how they buy. But the use of procurement systems have many implications for sellers. Read More
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Product that isn’t selling is often referred to as “dead” inventory. It’s been hanging around for a lot longer than you imagined, and you’re ready to take back the shelf space. More important than the space itself, inventory loses its value the longer it sits on your shelf. So how do you decide w Read More
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Is your sales team seeing certain sales opportunities that keep showing up in the sales forecast month after month, but without ever moving closer to closing a deal? These sales leads that linger for months are drifting along in “sales purgatory,” neither alive nor dead. To get past the frustration Read More
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Lead generation guide for small business owners and freelancers. Find out how to generate leads for your business using online and offline techniques. Read More
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Radical simplification in how we work with our customers, both during and after their buying process becomes a valued differentiator. Managing or removing complexity through their entire customer experience becomes the most valued aspect of our solution. Read More
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