In today’s market, you have to operate lean and it is always smart to do what you are best at. I was recently speaking to the CEO of a firm that makes a cleantech product. He was looking to outsource sales and marketing given that his background is in engineering with very little if any […]

Neil Rackham published “SPIN Selling” in 1988 based on a major 12-year study focusing on how large sales were made. A key finding was that in successful sales calls it’s the buyer who does most of the talking, and this is done by asking them the right kinds of questions. He clarified four types that […]

One of the key things that is not mentioned often when engaging in sales closing is the power of storytelling.  Based on my experience and when I look at the most successful clients we have, the ones with the most wins in B2B sales closing are the ones that have the most stories.   Educating Through […]

Sales probing questions are types of questions a salesperson can ask their prospect that will potentially lead to a greater business opportunity. Using the correct sales probing questions will gather the information you need to be a more effective sales person and create an improved experience for your prospect overall.

There are many benefits to incorporating channel partners into your sales strategy. Mark Elliott in his article on channel sales strategy outlines a number of key reasons why you would look to channel partners to help sell your product. These include: • Geographic accessibility to targets • Industry expertise legitimatizing your solution • Customer segmentation […]