Finding and creating sales is tough, particularly in this economy. So much time and effort is spent developing an opportunity yet little thought tends to go into the construct of the deal. Research has identified some troubling statistics. For example: Just 5% of organisations believe their sales people negotiate effectively A whopping 85% of organisations [...]

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

Key to a successful career in sales is having the ability to cross-sell.  It’s generally agreed that it’s easier to sell more to a current customer (happy, of course) than it is to persuade a new prospect to take the plunge and buy from you.  Sales managers are often guilty of glossing over the detail [...]

Filed under: High value selling | No Comments »