In complex sales, “one size does not fit all” is a cornerstone proposition. There are no generic customers; hence, there […]
In complex sales, the competition is always lurking about. So, it’s a good idea to pause and review some ideas
In general, customers only seriously consider a handful of products before deciding which one to buy. This group of products
Due to global competition and advanced manufacturing technologies, it’s becoming harder and harder to sustain a competitive advantage by product
The last couple of years have produced a number of challenges for those engaged in the complex markets. Some of
Competition is present in every major complex sale. Today it is diverse and dynamic and not just based on price.
Pick up any business magazine – or for that matter any self-help magazine – and more often than not you’ll
Many articles talk about customer value, how a salesperson can create value for their customers, and the importance of selling
How can salespeople differentiate themselves from their competitors? We asked some sales leaders to share their advice. They said: Sell
As the old saying goes – “you have to keep your eye on the ball,” and the ball is the
