Stunningly Awful Sales Tactics – The Future-Sales Prevention Team Or ​The Curse of the Hunter-Farmer Model

Stunningly Awful Sales Tactics – The Future-Sales Prevention Team Or ​The Curse of the Hunter-Farmer Model

Stunningly Awful Sales Tactics – The Future-Sales Prevention Team Or ​The Curse of the Hunter-Farmer Model Are your sales teams traditional, better or truly great?  Contemplate the following (ugly) scenario: A customer calls his sales person to ask for help...
Let’s Talk About Value – Uncovering the Delta

Let’s Talk About Value – Uncovering the Delta

Let’s Talk About Value – Uncovering the Delta To paraphrase Mark Twain’s comment about the weather, everyone talks about value, but very few people actually do something about it. Clearly value is important:  Insufficient perception of value is one of the three main...
Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!

Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!

Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All! Cries of “Who cares?”, “So what?” and “What’s this good for?” issue from the more vocal members of the audience – and everyone else appears to be apathetic.  Bad news! The...
Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome

Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome

Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome “Help me understand how to handle customer objections…” “My team needs to learn how to handle objections…” What’s wrong with these requests? Many sales methodologies discuss ways to...
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How

Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How

Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How Competitive Differentiation:  vendors want to differentiate, vendors try to differentiate, but most vendors fail to meaningfully and successfully differentiate, in the opinion of...
Competitive Demo Situations – Biasing Towards Your Strengths

Competitive Demo Situations – Biasing Towards Your Strengths

Competitive Demo Situations – Biasing Towards Your Strengths The end of the quarter is only a few weeks away – and you are in competition for business you really need to make your numbers. The customer has organized a final round of demos from the vendors who have...
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