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 [...]

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

SAP Business One Partners – Are you Demo Ready?

I am launching a new project to assist our SAP Business One partners build and deploy a state of the art, high availability demo solution that brings together the best of SAP Business One, Solution Partner complementary solutions and small business IT infrastructure from Microsoft. Read on to see how you can benefit.....

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