Blog

Learn how to have a conversation, on the other person’s terms

01 December 2022

Developing self-awareness is the launch point for starting this, and there aren’t many starting points better than Stephen Covey’s book, Seven Habits of Highly Effective People

Perceptual Positions - From whose perspective are your Sellers controlling their sale?

06 March 2019 by Charles Howden

The Sales Coaching tip is for Line-Management roles to use Perceptual Position language in their coaching sessions to help Sellers better understand there are three dynamics operating in a Sales Call. The Seller, the Buyer, and the Process. And that they, the Seller, should aim to have control over all three!

Value Selling - Two New Challenges

12 February 2019 by Charles Howden

I smiled when the Harvard Business Review (HBR) included this link in their daily newsletter to me on Sunday 10/02/19 (well OK, I suspect they sent it to other people too).

Value Selling Calculations - Can your sellers do the numbers?

16 November 2018 by Charles Howden

Great Value Selling calculations do not have to be complicated. Simplicity can create a compelling logic that is hard to disagree with, which is exactly what we are trying to achieve when we use value calculations in a sales engagement.

Juice up your SPIN selling with a menu list

04 June 2016 by Charles Howden

In a world where most buyers are now at least as well informed as a good seller, how can you give your SPIN selling the edge?

Is your sales plan becoming just a pipe-dream?

30 May 2016 by Charles Howden

How is delivery against your sales plan coming together? Are you getting a firm sense that you are on-track to hit your sales numbers this year?

What is your qualification process based on?

15 April 2016 by Charles Howden

So now the dust has well and truly settled on Q1, how was it for you? And what does a half-filled glass have to do with sales conversion? Most of us have been there. Great opportunities that are expected to close just drifting off into the next quarter…

Flat technology sales? Is your sales model faulty?

14 February 2016 by Charles Howden

You are the CXO / CTO / CFO of an early stage technology company. Your funding has been secured (no doubt after a lot of work and some sleepless nights) and now you are feeling the pressure of having to generate the reliable sales growth you confidentially supported your funding application with.

Are technical engineers your unsung sales heroes?

25 January 2016 by Charles Howden

If your proposition requires the support of technical engineers, I’ll bet that the value this role plays in your sales process is hugely undervalued (because it usually is). Though please tell me I’m wrong!

Can your sellers build a business case?

03 December 2015 by Charles Howden

What?!! Is the response we often get when working with sellers on sales improvement projects. “Why should we open up that can of worms?

Common Challenges with Solution Selling Implementation