Boiler Point interviews Scott Roy about best practices to sell clean cookstoves in the Global South. Please click the link below to access the article. Boiling-Point-69

Das Verkaufsberatungsunternehmen versucht die lang gehegte Überzeugung zu klären, dass sich erfolgreicher Verkauf auf negativen Methoden stützt. Das neue Modell für den Verkauf wurde durch die Arbeit von Prof. Dr. Ervin Laszlo am prestigeträchtigen The Laszlo Institute of New-Paradigm Research beeinflusst.

The process variously called RFP, RFQ, RFI, etc., was developed in the late 18th century to create a cost-effective methodology for businesses to acquire manufacturing components. Today, when applied to purchases of complex goods and services, it drives a process of buying and selling that is fundamentally flawed. If you want to start pushing back […]

What if salespeople stopped trying to persuade customers to purchase and instead focused on requiring customers to make their best possible buying decision?

Shell Foundation has been working with elite sales specialists, Scott Roy and Roy Whitten, to understand how social enterprises who serve rural consumers can adopt cutting-edge sales techniques and salesforce management practices.

Using the wrong sales techniques can make buying and selling a miserable experience – even if you have a life-changing product. Scott Roy gives his three top tips for social enterprises to get their products to the right people.

More and more purpose-driven social enterprises are trying their hand at distributing life-changing products by having the poor pay for them. To attract customers, they usually start with mild marketing campaigns such as promotional events and passive distribution. When these attempts fail to get the job done—as they often do—they revert to active selling. Many […]

Efforts to eradicate open defecation and unhygienic toilets in countries like India can succeed with a well-designed private-sector led approach, Scott Roy and W Roy Whitten argue

In this last article of a three-part series, Dr. Roy Whitten and Scott Roy explain how to map the selling process to the customer’s buying process and use the CRM system as an effective planning tool.

Setting up a sales academy is certainly an attractive option for many organizations. In order to make it work, leaders must diagnose the sales problems first and then design their own selling framework to serve their customers. Dr. Roy Whitten and Scott Roy discuss the key factors to consider when training your own salespeople. Please […]