Updating the Elevator Pitch
So, if one were setting about to update the Elevator Pitch, it would be wise to research the etymology of […]
Differentiating Your Solution, Sales Skills, Skill Guide Articles
Differentiating Your Solution
Differentiating Your Solution, Leveraging Storytelling, Sales Skills, Skill Guide Articles
The Best Elevator Speech is NOT an Elevator Speech
As the story goes, from time to time you are alone in an elevator, the door opens and in walks
Asking Questions, Differentiating Your Solution, Sales Skills, Skill Guide Articles
Statements Inform – Questions Persuade
Looking back through the history of sales, there has been an over abundance of myths, magic tricks and other forms
Differentiating Your Solution, Making the Business Case, Sales Skills, Sales Strategy, Skill Guide Articles
Sales Presentations – Don’t Lose at the Very End
Unless you have done a good job selling value throughout the buying process, it’s unlikely that even a great sales
Differentiating Your Solution, Sales Skills, Skill Guide Articles
Sales Presentations – Bridging the Aspirational Gap
If you’re not in the business of selling, then “good” is probably good enough when it comes to sales presentations.
Differentiating Your Solution, Opening and Closing a Call, Sales Skills, Skill Guide Articles
Sales Calls – Follow-Up Matters – Five Best Practices
Pre-call planning is a popular topic – a lot has been written about it. Even more has been written about
Differentiating Your Solution, Sales Skills, Skill Guide Articles
Product Pitches – Nothing Dies Harder Than a Bad Idea
If you are an avid reader of sales blogs, it’s likely you will come across three or four blogs a
Differentiating Your Solution, Sales Skills, Skill Guide Articles
Moving From Good to Great Sales Presentations
If you’re not in the business of selling, then good is probably good enough when setting a standard for presentations.
Differentiating Your Solution, Sales Skills, Skill Guide Articles
Crafting Presentations for Virtual Sales Calls
Increasingly we work with clients on what’s different when moving to virtual sales calls. We have found that a call
Differentiating Your Solution, Sales Skills, Skill Guide Articles
Business Conversations Trump Product Presentations
Sales conversations are more engaging than sales presentations – talking with is more effective than talking at. The culprit is