Only work on pitches you can win
Please excuse me if there are any typing errors in this article but I am typing with my fingers crossed. I have just spent a lot of time and a great..
Please excuse me if there are any typing errors in this article but I am typing with my fingers crossed. I have just spent a lot of time and a great..
Normally I put a few questions at the end of my weekly articles so you can ask yourself if there are ways of working that will improve your sales..
Increasingly I find that my prospects do the selling for me. I will take you through a recent win where I did relatively little conventional selling..
Have you ever paid for something and found it wasn’t what you hoped for? It feels pretty bad. You might think it’s only badly run organisations that..
With our clients we do a lot of loss analysis work so we get a close look at hundreds of pitches a year across a wide range of business sectors. They..
We all love a Sales Person with real grit and determination don’t we? Someone who never gives up and fights to the bitter end? Well we shouldn’t..
I recently had the good fortune to interview Manuel Herrero, the VP Supply Chain Management of Bischofszell Food Ltd. The interview was a rare chance..
Many meetings these days are full of ELFS, before you think I’ve gone mad I mean English as Lingua Franca Speakers. These are people who are not..
In the recent research we carried out in collaboration with the Harvard Business Manager we found that customers wanted vendors to communicate..
Having a good Sales Process gives you space to think and come up with innovative ways of winning. I call them Game Changers. Here are the 10 best..