B2B negotiations typically end with a win-win result because both parties benefit from repeat business. Sellers need loyal customers. Buyers need consistent suppliers. Even when all business requirements are met negotiations can stall if one or both parties have not achieved their personal wins....
Great sales execution requires complex problem solving and focused actions. The purpose of a sales methodology is to reduce the complexity in problem solving and to sharpen our focus so that we choose the best next actions that most quickly, get us to the close. The...
The term “business development (BizDev)” has taken on varied meanings over the years. As it applies to sales, I see it as the process undertaken when introducing new products and/or when entering new markets. Selling in a BizDev environment requires different skills, the right personalities and...
When you're fortunate enough to find a problem that needs solving for your customers and/or your market, do you find people who have the knack for coming up with lots of creative solutions? Are you surprised when a lot of those seemingly creative, smart ideas, don't get the promised results your customer needs? Did you waste your time and even more important, the time of your customer? I have a simple discipline that will help you avoid this pitfall. ...
