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 [...]
If you have been in any large corporation for a while, you can sometimes see what I think is a disturbing trend that as people are promoted through an organisation as leaders, the teams that they lead stay close to the ground level and the customers or partners that they serve but organisational constraints or [...]
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 [...]
A new site to help you learn and lead with Cloud and ERP is on the way Whether its running on your server, a server hosted in a data center or running in full SaaS (Software as a Service) mode via the cloud, the fundamentals of ERP or Enterprise Resource Planning are the [...]
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 [...]
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