About Richard

This author has not yet filled in any details.
So far Richard has created 138 blog entries.

The Top 3 Skills you need to succeed in ERP Sales and hear YES more often when asking for commitment

There’s a couple, in fact , three key skills that I believe every sales person needs to master in order to truly become successful in the world of Enterprise Resource Planning software sales. Of course there are multiple skills you need to have but I have picked the following three because over the last 20 [...]

Exercising the Power of Choice –Provisioning , Platforms, and Pricing

In a blog post earlier this week, Dennis Howlett of diginomica wrote about the changes that he is seeing at vendors such as Microsoft who seem to be moving towards a more open embrace of products and platforms other than their own in recognition of customers desire to have a choice - here's his post. This [...]

The value of proximity to the problem – why executives need to stay hands on

If you have been in any large corporation for a while, you can sometimes see what I think is a disturbing trend that as people are promoted through an organisation as leaders, the teams that they lead stay close to the ground level and the customers or partners that they serve but organisational constraints or [...]

By |2016-11-01T02:06:40+11:00March 5th, 2014|Best Practices, Customer, Management, Opinion|0 Comments

Discovery Tools with compliments of Bob Riefstahl and the 2Win Global team

Discovery is the key to an effective demonstration After my blog post on the importance of doing an effective discovery when preparing for a sales engagement a number of people reached out to me asking if I could provide an example of the preparation checklist I was referring to. Good news! Bob Riefstahl, [...]

By |2016-11-01T02:06:55+11:00February 24th, 2014|Cloud ERP, Pre-Sales, Sales|0 Comments

The Pre in Pre-Sales – its all about the preparation and discovery process

Preparation - It's the Pre in Pre-Sales When you look at sales engagements over a period of time  and study those that are successful and those that arent, the reasons for the successes become very clear and I have found that there are 4 contributing factors that determine the success or failure of [...]

By |2016-11-01T02:07:03+11:00February 23rd, 2014|Cloud ERP, Demonstrations, Methodologies, Pre-Sales, Training|3 Comments

Contact Info



Subscribe

Categories



Archives

Sponsored Ad

Turn Key Web Design presented by Richard Duffy - Digital Hub Package
Go to Top