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Is there a Method(ology) to your Madness…why the answer should be yes
Methodologies help deliver successful results When you step back and look at what happens in the sales cycle of an ERP solution, I think it can be broken up in to 4 distinct stages and your customer is...
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The Pre in Pre-Sales – its all about the preparation and discovery process
Preparation – It’s the Pre in Pre-Sales When you look at sales engagements over a period of time and study those that are successful and those that arent, the reasons for the successes become very...
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Sales 101 – Lets start with a definition of what selling is
The Easy Way or The Hard Way – Alignment Selling is the easy way I want to start with a definition of what selling is – I cant take credit for it but for the life of me I can’t remember where I first...
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Exercising the Power of Choice –Provisioning , Platforms, and Pricing
In a blog post earlier this week, Dennis Howlett of diginomica wrote about the changes that he is seeing at vendors such as Microsoft who seem to be moving towards a more open embrace of products and...
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The Top 3 Skills you need to succeed in ERP Sales and hear YES more often...
There’s a couple, in fact , three key skills that I believe every sales person needs to master in order to truly become successful in the world of Enterprise Resource Planning software sales. Of course...
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The Basics of Selling – A Methodology that works for you
Buying and Selling…the two are closely aligned and we go through a process in both. Over the years I have been fortunate enough to have the opportunity to attend a number of different sales and...
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