Cloud ERP
Ok...so for those of you that already know me and know that for the last 7 years at SAP I was known as a product evangelist, this is not going to be a post justifying my existence...what I do want to do though is explain how important this role can be in any organisation, not [...]
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 [...]
ISV – Independent Software Vendor – the name itself tells you what you need to be aware of when working with companies that offer complementary solutions for your ERP applications. The first and most important word is independent. Why is it the most important? Well, first and foremost these are organisations that have the ability [...]
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 [...]
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, [...]
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