For important deals, we often research accounts to build an understanding of their business that illuminates a path forward that we call our sales campaign. We see and observe the customer’s corporate executive priorities, carefully determining which ones we might be able to directly or indirectly advance with our offerings. When appropriate, we then ... Read More >
Is it good or bad when clients have concerns about what you’re proposing or about your company? What about when those concerns are about you? While none of us want clients to have concerns, the reality is that they do from time to time. What makes that troubling is not the concerns themselves, but ... Read More >
Each of these sales activities is important to any sales campaign. An importance that grows when you don’t have strong brand equity or best in class pricing. And, they all require skill: Thinking through how to get a meeting with a specific client individual How to create a proposal that quickly conveys the business impact, method of ... Read More >
We all know that B2B selling is a process. A series of steps where if you skip the wrong one, you’ll need to make it up late in the sales cycle when it’s often more difficult. One could think of it as selling in a straight line. And, if the sales focus is too centered ... Read More >