Ever get the feeling that you are digging a hole for yourself when you are talking to someone?  Well this happens a lot in the world of selling.  Too often sales people create problems for themselves when positioning a solution with a prospect or a customer.  It is very easy to start fires that you [...]

Filed under: High value selling, planning | No Comments »

Do you want to be a jack-of-all-trades or a specialist? To be successful it is important to understand what is core to your business. Once you’ve understood the core and how to work it most effectively you can decide how much time and resource can be spent focusing on other areas. This is as true [...]

Filed under: High value selling, planning | No Comments »