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Sales methods

Sales: Playing when the dice are loaded.
 Sales: Playing when the dice are loaded. 1024 682 Boldandsharp
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Every sales executive has experienced the delicate situation where an RFP or a RFP like demand is received from a buyer out of the blue. The deadline is for tomorrow and the request is detailed enough to assume that your prospect has been thinking about the best solution to solve a business problem for a…

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Winning teams
The Keys to B2B Key Account Management
 The Keys to B2B Key Account Management 1024 683 Boldandsharp
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Key account management is an organizational process used by B2B vendors. The name is self-explanatory: the point is to adopt a specific approach with your most strategic customers. Many KAM programs fail, are partially implemented, or dropped after a few months. Here are 5 mistakes to avoid if you want to fast forward your KAM…

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Sales KPIs
 Sales KPIs 1024 605 Boldandsharp
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A limited version of “The World of Sales KPIs” is available for download. The topic of sales performance measurement is endless. Without overwhelming you with numbers and figures about all the available KPIs, we give in the sections below some keys to manage your sales organization while debunking some myths on performance measurement and sales…

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Challenger Sales method : 5 mistakes to avoid.
 Challenger Sales method : 5 mistakes to avoid. 1024 521 Boldandsharp
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Challenger Sales is the most innovative sales methodology since Solution Selling. Oddly enough, it is sometimes criticized or berated. Some detractors argue that it merely reformulates established sales principles that belong to the ABC of selling. That is why we demystify the approach. Some question the foundation of the Challenger sales journey: it starts with…

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Negotiation Ninja
 Negotiation Ninja 1024 541 Boldandsharp
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Getting the best possible for yourself is what negotiation is all about. The best negotiators, know how to win with no or few concessions. It does not mean win/win approaches are for losers. But pricing discussion and discounting, which are often leveraged in sales to land deals, have little to do with a well conducted…

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Selling to the CFO.
 Selling to the CFO. 1024 683 Boldandsharp
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Access to power is the surest way to secure a sales process. Similarly, not being granted access to power should be interpreted as a warning signal. Even though Challenger Sales recommends that sales people focus on mobilizers as to create consensus and catalyse action in multi stakeholders sales cycles. Simplistic approaches may consider champions as…

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5 mistakes to avoid in your forecast meetings
 5 mistakes to avoid in your forecast meetings 640 427 Boldandsharp
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Forecast calls have become one of the main activities in sales. It should not. Solid business opportunities management skills and being able to predict the numbers is vital, namely for public companies which credibility and performance is assessed against their ability to deliver their quarterly goals. However, when talking to sales leaders, we discovered that…

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Solution Selling is not dead.
 Solution Selling is not dead. 925 617 Boldandsharp
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If you think Solution Selling is about asking a prospect “what keeps him up at night” during your first meeting, then Solution Selling is dead and buried.⚰️ Solution Selling’s reputation was built on deep discovery of needs. And a sometimes heavy-handed questioning technique of aligning the benefits of the proposed solution to those needs. Reductive…

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