Rethinking Land & Expand Selling
The predominant approach to business development and selling in professional service firms (PSFs) is Land & Expand. Get into a client with one..
The predominant approach to business development and selling in professional service firms (PSFs) is Land & Expand. Get into a client with one..
Over the past 30 years I have consulted and trained many professional service firms (PSFs) on the topic of sales. They come from a range of..
Working at the coal-face with clients has recently highlighted two significant deficits:
Salesforce.com is an incredibly successful CRM software company. But does Salesforce (or in fact any other CRM system) help you to improve win..
What’s the USP for the product or service you are selling? My guess is you don’t have one. In fact, very few vendors have a selling proposition..
One of the most interesting aspects of the job of a Sales Performance Consultant is to learn why some organisations achieve much better results..
I was inspired to write this article by the experience of one of our own consultants. Let me tell you about Peter. He is now a strong member of..
If the most important thing a Sales Professional can do is sell, why do Sales Leaders put so much emphasis on forecasting? And how do you forecast..
Most sales people are hired to sell but spend their time doing other things. Furthermore, most sales managers should be developing the..