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 [...]
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 [...]
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, [...]
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 [...]
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