Chacun voit MEDDIC à sa porte.
Sales: everyone sees MEDDICC as ones pleases.
Sales: everyone sees MEDDICC as ones pleases. 1024 585 Bruno Sireyjol

Sharing the Bold & Sharp Workbook On Qualification was the occasion for many exchanges. Here’s a look back at the main topics raised, which deserve some clarification, starting with MEDDIC, MEDDICC, MEDDPICT and IMCCDDE.   MEDDIC is a Qualification Framework: MEDDICC has a strong following, and that’s a good thing. We prefer W10, by far.…

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Sales: Playing when the dice are loaded.
Sales: Playing when the dice are loaded. 1024 682 admin9696

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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Bold & Sharp Sales Operations Index
Bold & Sharp Sales Operations Index 1024 510 admin9696

Sales operations are supposed to be the armed wing of sales organizations. From goals setting to compensation programs, from sales enablement to best practices adoption, they should be the ideal partner that helps sales organizations focus on what they are paid for : selling more and selling better. How come sales ops are so much…

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Challenger Sales method : 5 mistakes to avoid.
Challenger Sales method : 5 mistakes to avoid. 1024 521 admin9696

Challenger Sales is the most innovative sales methodology since Solution Selling. It is sometimes criticized or mocked. On the one hand because it reformulates principles that are nothing new but are part of the ABC of sales. That is why we demystify the approach. The main reason, however, is its implementation challenge. Starting with the…

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Negotiation Ninja
Negotiation Ninja 1024 541 admin9696

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 admin9696

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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Business charts on a screen
Sales and marketing performance index
Sales and marketing performance index 1024 683 Boldandsharp

B2B sales leaders in find it difficult to understand the respective and combined role and impact of the sales and marketing functions. Efforts to transform sales and marketing often suffer from the lack of methodology and understanding of what benefits to expect from digitization or optimization of both functions. Bold & Sharp Sales and Marketing…

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5 management mistakes and how to fix them
5 management mistakes and how to fix them 640 427 Boldandsharp

Being a sales manager is not easy, especially level 1 management, where you are in direct contact with your sales people. You have to find the balance between managerial fundamentals, coaching, guiding, innovating while driving the business of your team. In working with our clients to boost their sales performance, we have identified 5 critical…

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What if ABM was just the ABC’s of selling…
What if ABM was just the ABC’s of selling… 640 424 Boldandsharp

ABM platforms are said to go mainstream. Before you decide to join the bandwagon, let’s try to understand what’s behind the acronym and the technology that is supposed to serve the approach. This article is neither a plea for ABM nor an ABM platforms quick and dirty evaluation. It is intended to guide you through…

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