12 Key Steps To Selling

12 Key Steps What is the prospect trying to achieve? – Deployment of skilled diagnostic questions Probably require the prospect and/or the Sales Professional doing some homework after initial conversation What objectives are non negotiable? What has happened in the...
IBM’s Rometty Gets Blunt With Workers

IBM’s Rometty Gets Blunt With Workers

The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the disappointment – sales staff had failed to close a number of valuable software and hardware deals. It...
Why Salesforce Won’t Increase Sales

Why Salesforce Won’t Increase Sales

Great technology can transform the productivity of any process. Just look at what spreadsheets did for financial modeling. But you need to know how to capitalize on the technology. Spreadsheets need a process. You need to be clear on your input fields, you need to be...