Most sellers would say that the objective of a sales campaign is to win a deal by convincing the customer to buy from them. But is there more? To answer this question, we’ll exercise unconventional thinking in the form of personification – treating something as a person to seek enhanced clarity and understanding. Living organisms can ... Read More >
Company executives set direction based upon a vision that, in turn, establishes certain critical priorities. This constitutes the why things get done, but what about the how things get done? And, which is more important? Will the end justify the means or will the means alter the end? The answer to these questions brings us ... Read More >
When we first published Power Base Selling in 1990, it presented a new approach to sales; one that was largely counterintuitive, focusing on science, process, and unconventional thinking. It strived to put how you sell on an equal footing with what you sell by diving into corporate politics, value chain positioning, and compete strategy ... Read More >
No one really knows how life will be different, post-Covid 19, or how selling in the B2B virtual world will change beyond the obvious. What we do know is that it will be different, and that driving sales will be more important than ever to driving profitable grown and capturing market share. That said, ... Read More >