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Sales B2B

Sales B2B: the death of the Champion.
 Sales B2B: the death of the Champion. 1024 576 Bruno Sireyjol
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In B2B sales, the Champion is typically a stakeholder within the customer’s organization who plays a crucial role in helping sales reps navigate the complexities of the buying process. He or she positively impacts the chances of closing a deal. So much so that Customer Centric Selling and Value Selling sales methodology include the Champion…

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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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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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