Pretium Insights for Value Assessment and Sales Talent Management
7 Ways to Protect Your Business Case!
It’s only natural for customers to be skeptical of a seller’s business case. It’s instinct. It’s their job. It also serves them well. Overcoming their skepticism requires much more than skilled objection handling. Build your defense early and protect your business case! Here are a few tips to Sharpen Your Edge: 1. Create Co-ownership: enlist […]
Are You Even Relevant Anymore?
Buyers have so much information available to them today that they are well down the path to a buying decision before they even contact the sales person. Various sources place it anywhere from 50% – 90% into the buying cycle. (Forrester has a blog post on this topic.) Where does that leave you? Is the […]
Consultants as Sellers
For selling more professional services, the product sales team just doesn’t move the needle enough, so many companies are experimenting with consultants that both deliver and sell.
5 Tips to Surviving ROI
Buyers expect a provider to overstate the benefits and understate the costs, thereby inflating the ROI. Address it head on. And here are 5 tips to Sharpen Your Edge.
Consistently Hiring High Performance Salespeople
How many sales executives do you know that would enthusiastically rehire all or even most of their incumbent sales people?
Optimizing Time To Value With Professional Services
As companies examine new ways to prove greater value to the customer, time to value has become more important than ever. In fact, it’s becoming a competitive differentiator. At Technology Services World (TSW) in Las Vegas last month, we spoke on that subject. The discussion was framed up around the services view of the Professional […]
Selling to Bigger Buyers – What Works, What Doesn’t
Great insights from a recent panel discussion.