Sales B2B

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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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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