Monday, December 14, 2015

When writing proposals, begin with the end in mind

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I was recently working with a local client, doing some Deal Coaching to help them prepare to win a large opportunity. My client’s customer...
Wednesday, June 12, 2013

Use your client's org chart to generate insight and new opportunities

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I have been spending a lot of time lately with clients on the challenge of Opportunity Identification within both accounts and prospects....
Wednesday, May 22, 2013

Coming soon: Quick dip research about sales manager coaching in Australia

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A lot of client conversations in the past week or so have ended up coming back to the role of the sales manager in creating change with...
Tuesday, May 14, 2013

Building a proactive salesforce

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A few years ago we were entering a large engagement for a business process outsourcing company. As part of the engagement, we did a numbe...
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Wednesday, May 1, 2013

Avoid generic sales presentations

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Presentations. Oh dear. So often sales presentations stumble severely, focusing too much on the supplier and not enough on the customer. ...
4 comments:
Monday, April 22, 2013

Create competitive advantage by splitting one buying criterion into TWO criteria

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Recently I was doing a deal coaching session with a global market research company, strategising around a current opportunity for the...
Tuesday, April 9, 2013

Building pain, before jumping to gain, when selling

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I spent last week with one of our clients (I wish I could tell you who!), a business-to-business sales organisation that relies heavily o...
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