In a customer workshop a discussion emerged around who should own the TCO within the Account Team

Why playing the Inquiry Game is required to complete the disruption of a market.

“Decision making is not an event. It’s a process, one that unfolds over weeks, months, or even years; one that’s fraught with power plays...

Sales people trying to influence buying decisions where Power Bases are involved must engage in strategic networking.

Customers buy value propositions, not products or services! If they can’t find it in your proposal they won’t choose it.

Solution Packages deliver synergies between products and services out of the box and lower adoption barriers for disruptive innovations....

Today we launched “The 9 Buying Decision Influences” as our second Training Program! Between May and December of last year we published...

“Strategy is the key to understanding the dynamics of any competitive sales campaign. The key to strategy is to make the invisible...

“Thus, what enables the wise sovereign and the good general to strike and conquer, and achieving things beyond the reach of ordinary men,...

“When considering or approving a particular supplier, executives base their view on how a solution will affect the fundamentals of the...

(This post originally appeared on LinkedIn here) After startups succeeded in winning first customers of their new, revolutionary product...

(This post originally appeared on LinkedIn here) In more than 35 years in sales I came across one phenomenon again and again: The...

(This post originally appeared on LinkedIn here) In my last posts I described how to build generic value propositions top down working...

(This post originally appeared on LinkedIn here) In my last post I described how missing to scale out the value proposition leaves the...

“The Volkswagen Group, with its global expertise in automobile production, and Amazon Web Services, with its technological know-how,...

“A Power Base is a powerful force within any organization, capable of reaching across departmental and geographical lines where each...

Every buying decision requires an Economic Buyer to fund it. To qualify as an Economic Buyer the stakeholder of a buying decision must...

“To secure ourselves against defeat lies in our own hands, but the opportunity of defeating the enemy is provided by the enemy himself.”...

(This post originally appeared on LinkedIn here) All highly competitive salespeople hate to lose, but we can’t win every deal. There are...

“We have seen a significant increase in the need for consensus in order to get deals done. Because the payoff of buying a complex...