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 [...]
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 [...]
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, [...]
It seems that everyone has an idea on what it takes to be successful these days with cloud, cloud technologies and ERP software. My area of expertise (after 25+ years) is working with small and midsize businesses, Enterprise Resource Planning software (or business management or accounting software, if you prefer) and working both as a [...]
A hot topic of late in many of my discussions including an earlier conversation with the partner management and enablement team at SAP Italy as well colleagues in the Solution Marketing team in SAP Global Marketing has been around how long should a product demo or marketing video be. Traditional wisdom says that no more [...]
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