Prospects are People not Companies – B2B Selling
The most precious commodity a sales professional enjoys is time! Where you choose to spend that time is the difference between success and failure. Your sales process (I use Prime – Diagnostic Questions) should demand that you understand the value proposition you...
Cross-Selling – Execution Tips & Objections
You’ve just acquired another business and you want to create some synergies, by selling the newly acquired company’s products through your other subsidiaries. So how do you do it? This is a classic cross-selling problem. Or you may have launched a new consulting...
The CEO’s Sales Audit – 10x thinking.
Imagine you’ve just been appointed CEO of a private company or a division of a public company. It doesn’t matter if you’ve been in the job 10 years, I’m asking you to imagine! How would you audit your sales performance? How would you know if...
Public Companies – Building M&A Expertise Requires a Playbook
We are not good at acquisitions. At best 50% are a success in the eyes of the acquirer. The key determinant of success? Price? Location? No, the research is pretty consistent – the post acquisition integration of the target is the key. Research conducted by Cass...Operational Excellence For Exits
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