If you recognize the challenge that your middle management stakeholders love your ideas, but your proposal is stuck somewhere between them and their bosses, then read on how to improve your chances to influence senior management or boardroom members. Decisions …
The other day, I was approached by a software supplier who asked me if I wanted our sales force to become Trusted Advisors. The question was out of context because that was not what we discussed at that stage. Regularly, …
The ink on the proposal was not even dry, or Jim was already in the car on the way to a crucial meeting. Should he have waited a little longer? No, Jim was just too excited. He worked towards this …
Gaining consensus is the new closing, but often the reality is that the CEO or business owner has the last word before signing a contract. Ideally, you have built your business case for change from the bottom up, meaning you …
Transforming to Selling with the Buyer’s Perspective takes time and effort. A comparison to Selling with the Seller’s Perspective will help
Gaining consensus is the new closing. Do you know how to do that?
Your influencing starts when you meet with stakeholders, but most of the work is often done without you.
It is time to fix what is broken. Take control again of your sales process.
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