Process & Method

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.

Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel.

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.

Recently I found that there has been a change in the way many are approaching 'LinkedIn'. Have you noticed it? It's like a disease — mindless, endless connection requests of no value.

Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.

Every sales person must personally 'own' and masterfully execute these 3 things if they are to succeed in high-value, or any form of business-to-business, selling - The Right Narrative, The Right Combinations and The Right Mindset.

Once you have your general mindset under control, it’s time to look at how you prepare your week. Be organised, be clear on your structure, focus areas and priorities.

You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.

Too many salespeople miss out on retention, referrals, re-pricing as delivery gets more expensive and taking care of more customer needs, because they’re not focused enough on delivering value once the sale is complete.

On what basis CEOs engage with seller?