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..
07-Dec-2020 12:45:04
Topics: Sales Management
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..
16-Aug-2020 18:38:24
Topics: Sales Management, Mindset
Working at the coal-face with clients has recently highlighted two significant deficits:
21-May-2020 14:06:18
Topics: Sales Management, Proposals and RFPs, Mindset
08-Apr-2020 10:52:21
Topics: Sales Management
Salesforce.com is an incredibly successful CRM software company. But does Salesforce (or in fact any other CRM system) help you to improve win..
08-Apr-2019 10:47:12
Topics: Sales Management
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..
07-Mar-2019 10:28:11
Topics: Sales Management
One of the most interesting aspects of the job of a Sales Performance Consultant is to learn why some organisations achieve much better results..
24-Jul-2018 15:17:12
Topics: Sales Management
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..
03-Apr-2018 12:43:47
Topics: Sales Management
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..
28-Feb-2018 16:24:11
Topics: Sales Management
Most sales people are hired to sell but spend their time doing other things. Furthermore, most sales managers should be developing the..
19-Mar-2017 07:39:53
Topics: Sales Management
Chamerstrasse 56
CH-6300 Zug
Switzerland
Tel: +41 41 710 67 85
Email: info@infoteam-consulting.com
© 2021 Infoteam Sales Process Consulting. Imprint Privacy Policy