Most aspects of business processes are evolving and sales is no exception. Some of the changes we are seeing in the sales process are aligned perfectly with other areas, e.g., most business processes are being affected by technology. Convergence of Sales and Marketing Modern technology has made available a wealth of data to prospects. That availability has led to a… Read more →
“I’m experienced, competent, ethical and knowledgeable – so why don’t I have more paying clients?” Having all of the above traits doesn’t prevent a big fear – the fear of selling (oh, that horrible word) your services. There is no way you can avoid selling, so how can you make it less scary? Have the right attitude. I’ve heard consultants… Read more →
Are your revenues and margins getting squeezed? Do you find yourself under pressure to drop your price? Buyers are becoming increasingly proficient at negotiating with suppliers and are demanding ever-greater concessions. Only those sales people who are truly skilled at negotiating will be able to close deals that maintain profitability.