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Objectives are very subjective and at times personal, so why not use ROO as a way to get greater engagement and add to ROI in a way that goes beyond numbers. Read More

Language immersion is one of the best ways to learn and master a language, a culture and to fully enjoy and benefit. It is no different in sales, to maximize your success you need to immerse in the buyer’s reality, not the other way around, which seems to be the way some sellers want to go. Read More

Sometime using sharper tools will lead to better reaction and action by buyers. Don't hesitate to probe deeper as long as the buyer's objective is central to the exercise. Read More

Price does not have to be the Achilles’ heel, there is a way to not only minimize it, but use it as a means of having a truly effective and open value discussion that drives sales, while disqualifying non-buyers. Read More

Every seller and company should have a sales plan and agenda, but if it does not centre on the buyer’s objective, it will either fail, or the sale will come down to price, low or no loyalty, which means it will have to be resold again and again. Read More

The technique is simple, direct, and effective, especially when consistently executed. Try it for 10 days, without change and let’s discuss the results. Read More

There is more to success with voice mail than the message. There is the flow, how it combines with other forms of communication, and the overall “pursuit strategy”. Read More

Often the difference between success and failure is context. Understanding and managing the dynamics in a sales scenario and related technique can be that difference. Read More

Channel management in the non-captive sales channel is made much simpler with a partner relationship management (PRM) system integrating the divergent CRMs of vendors and their partners. Read More

Cross selling is different than up-selling, done right selling something complementary, can result is a larger buy, and open the door to more up-selling. Read More