December 1, 2018
The Art and Science of Sales
Is sales an art or is it a science? Or is it a combination of both? Traditionally, the sales function of any organisation has been seen as a science.
Resources
Read our top tips to help you succeed
November 29, 2018
Can You Stand In The Shoes Of Your Customer?
When you meet a Senior Executive (CxO) you really only get one chance to make a good impression. Maximise that critical opportunity.
November 27, 2018
Selling to Business Decision Makers
When you’re selling, you need to make sure that you have the right messages for the right people within a prospective customer organisation. All companies, whether public or private, have a similar organisational structure, consisting of three main pillars: ‘Go To Market’ (in the private sector) or
November 25, 2018
Selling The Value Proposition
Do your potential customers understand the limitations of their own business and why your propositions could add value to their business? Is your messaging easy to understand and memorable business speak, rather than ‘techno babble’? Will you make an impact such that customers remember your ‘value proposition’,
November 22, 2018
Using Success Stories
A success story shows how you made a difference to your customer’s business. More than a list of events or activities, it describes a positive change and shows how that change benefited the customer, not you, through improved financial results or widely understood key business
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