Buying and Selling…the two are closely aligned and we go through a process in both. Over the years I have been fortunate enough to have the opportunity to attend a number of different sales and pre-sales training courses as an employee of a company or as a business owner and one thing is [...]
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 [...]
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 Easy Way or The Hard Way - Alignment Selling is the easy way I want to start with a definition of what selling is – I cant take credit for it but for the life of me I can’t remember where I first heard it but it has stuck with me for [...]
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 [...]
Methodologies help deliver successful results When you step back and look at what happens in the sales cycle of an ERP solution, I think it can be broken up in to 4 distinct stages and your customer is thinking about different things at different stages as they contemplate buying from you. So what [...]
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