Guest Post: Three Pronged Approach to Cutting-Edge Customer Excellence

Why do we buy services? I can think of three main reasons that we buy and therefore those three reasons are why people buy from us. These three reasons are: a) Something needs fixing b) Something needs to be avoided c) Something needs to be accomplished So using this, let us now consider some approaches…

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The sales process is simple, but not easy: The European perspective

As an American living in Europe for several years, I often get into conversations with Europeans from different countries about the differences between Americans and Europeans (in fact, one of the differences seems to be just how obsessed the Europeans are with having this conversation – not so common in the US. The Europeans would…

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Accountability, consequences, the EU and your sales team

It occurred to me recently that one of the core issues at the heart of the current Euro crisis is similar in structure to a problem that I see in a lot of sales organizations – that there is no authority with which accountability is enforced.  In other words, there are no real consequences for…

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Guest Blog Post: 5 Tips for Sales Process Adoption

Here is a guest blog post from Umar Gill of Rewiring Business – Enjoy! ******************************************************************************** Sales Process Adoption remains a headache for any of us managing a sales organisation. However, is there a simple framework that allows us to deal with a sales force, particularly a large, multi-national, diverse sales force, without the complications? Peter…

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