Deploying Competitive Value Propositions

Deploying Competitive Value Propositions

The role of sales professionals is to sell products. Wrong. The role of sales professionals is to improve the performance of each and every customer (if they can). Once you believe that mindset you need to translate that thinking into action. It’s such a simple...
The Sales Deck – A Checklist To Consider

The Sales Deck – A Checklist To Consider

We see a lot of sales decks in our work with clients. These remain an effective selling tool as part of a diagnostic selling process but they need to follow some golden rules to achieve their objectives. Too often they follow a similar path of story telling about you!...
Why Winning Business Is Tough

Why Winning Business Is Tough

I met Jeff Thull, a leading thinker in sales strategy many years ago when I brought him into Teamstudio, to create a robust sales process. I’ve tweaked his Diagnostic Sales process many times since then, and embedded it into several businesses that I’ve helped manage....