Category Archive for "Sales"

The Basics of Selling – A Methodology that works for you

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 consistent. Every…

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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…

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Sales 101 – Lets start with a definition of what selling is

Richard

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 years…

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Discovery is the key to an effective demonstration

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

Richard

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…

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The 4xP Platform and the importance of Partners in any successful ERP venture

Richard

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…

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The Long and Short of Video in the sales and marketing process

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…

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