High Performance Sales – What Good Looks Like

To view the webcast click here. To download a copy of the white paper click here. Quite some time ago now (fifteen years actually) I left Xerox and went to a mid-cap UK manufacturing PLC as Sales & Marketing Director.  My brief was to deliver a high performing sales entity. Xerox at that time was a bit like marmite, you either loved … More

The Real Issue in Attaining High Performance Sales

To view the webcast click here. To download a copy of the complete paper please click here. It is obvious that most organisations endeavor to reach high performance sales. Yet how many are successful? We all know how difficult it is to move a sales organisation from A to B. We re-position our value proposition, train people, re-organise around new market … More

It is not the Methodology – Stupid

A sales methodology is a methodology is a methodology. Not something you would expect a sales methodology vendor to say……..but it’s true. When you consider, for example, deal management methodologies they need to cover four basic topics: Confirm there is an opportunity – Qualification Prove that it is worth winning – Justification Position you to beat the competition – Differentiation … More