Soon the holidays will have passed and the new year will be in full swing. As a sales performance improvement company, we don’t do formal research, but we are well read and talk with a lot of smart people. And work with clients who are facing the same challenges you are. While selling is getting […]
IAOP will host OWS 2.0 in Orlando, Florida, February 17th – 19th. Kyle Andrews, a Pretium Partner, will be facilitating a high energy panel discussion titled “How to be a Good Customer.” There has always been plenty of discussion around how to be a good supplier. Know your customers’ business, provide a great service, communicate […]
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 […]
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 […]
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.
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 […]
Finally, everything you need to know about sales, all in one place, designed to elevate your sales process and enable you to win more deals, and more profitable deals.