10 March 2014 by Charles Howden
So you think your sellers are selling consultatively?
05 March 2014 by Charles Howden
Can your sellers do the numbers?
25 February 2014 by Charles Howden
Because an 80% solution implemented right now will always beat a 100% solution implemented sometime never…
17 February 2014 by Charles Howden
What are the three most common sales mistakes for technology companies?
11 February 2014 by Charles Howden
Why can’t your transactional sellers ask good sales questions?
03 February 2014 by Charles Howden
Helping your prospect get a firm grasp of the £/$ value of your proposition moves the sales discussion into the territory of value, and when you are having a discussion at this level, issues around pricing fade into the background. Have you found this?
10 January 2014 by Charles Howden
How are your sellers creating urgency?
03 September 2013 by Charles Howden
It’s almost inevitable that sales meetings focus on sales figures, but where should the focus be? Is it better to spend time pouring over sales figures from the previous period (lagging indicators) past the time that anything useful can be learned from them, or should time be focused on activity for the next period, supported by plans and targets (leading indicators).
02 July 2013 by Charles Howden
Do you have enough prospects to sell to? But just can’t close them? In which case you primarily have a sales problem. Or, are you short of prospects to sell to, in which case you have a marketing issue.
31 January 2013 by Charles Howden
Top sellers and linguistic studies have suggested that the use of the following words and language structures reduce the chances of reaching agreement in a sales context.
These are a collection of our views about the world of selling, though please feel free to disagree and share you own views with us.
Simply add your view to the comments box below each story. We’d be delighted to engage with you…
“CPV have taken the mystery out of the sales process and shown us how to do it for ourselves, now I feel much more in control of our business” – PW, MD Financial Services SME