Providing Solutions

The Day I Knew I Was Committed to Management Processes

Management processes are a must within any sales organization.

Vision, Commitment and Guts

What executives need to do to implement successful CRM.

What Makes You So Special?

Separate yourself from the competition with your product's Unique Strengths.

Separate Yourself From the Competition

It pays to create a product or service distinction before your customer does.

Come On, People, Get Together

Are you "driving" sales with the emergency brake on? Try Joint Venture Selling.

Are Your Customers Part of the Solution or Part of the Problem?

Joint Venture Selling can help you make your customers part of their own solutions.

The Two Folksingers

If you doubt that a product-centered approach to selling can be counterproductive, read this tale from the hotly competitive front lines of (no kidding) folksinging.

Think Globally, Act Locally: Making Global Implementations

Work What makes a global implementation of a sales methodology work? This article takes a look at the different issues involved in making a global sales organization work.

Partnering Just Ain't That Easy

The requirements of today's global businesses are so complex and far-reaching, we rarely find a sales organization that can effectively "go it alone." So, how do you choose the right partner?

A Sales Survival Strategy -- It's Not Just About Closing Deals Anymore...

Today's technology salesperson must be a multi-dimensional account manager that can discover, facilitate and manage all channel and alliance relationships required to deliver a complete technological solution.

Why People Buy

Before you start thinking about the close, you better find out what your customers want your product or service to do. Then, explain exactly why your product or service can accomplish just that

When the Presentation Is the Configuration

Interactive, flexible presentations allow you to customize and integrate material so information you present is exactly what the client needs and wants to hear.

Competing Against Alternative Solutions

Competition is tougher than it's ever been. You're competing with your own customer's internal resources as much or more than you are with "the other guy." Why is the competition so tough, and how can you beat it?

The Quadrant Solution

This article shows how different combinations of "tech" and "touch" require very different selling styles.

The Report of Findings

The authors of Collaborative Selling offer a flexible alternative to the standard response to an RFP.

Features, Benefits, and Solutions

If a customer perceives that they have no problem or no need, then you can supply no solution. Understand the idea of customer perception as it applies to closing a sale.

Three Essentials of Large Account Selling

Determine specific strategies to manage large accounts by defining a manageable field of play, what you should be placing with this customer in this field of play, and determining what contribution you can make to your customer's business.

Keeping Your Hands on the Helm

The best salespeople are successful because, in nautical terms, they keep their hands on the helm at all times.