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 […]

Andy Narracott interviews Scott Roy on how social enterprises can transform the management of sales and produce the results to fulfil their mission.

In this part two of a three-part series Dr. Roy Whitten and Scott Roy teach an important competence tool to discover the customer’s needs by being with your client in a way that is different and unique.

In this part one of a three-part series  Dr. Roy Whitten and Scott Roy look into how to be aware of your attitude and ‘elevate’ it in order to produce greater results. Not just tips and tricks, but transformation; Learn how to proactively manage your attitude and achieve what you want to achieve

December 2016 The International Journal of Sales Transformation,  Issue 2.4 The biggest problem many salespeople have is that they just don’t listen well enough. How to prepare, execute, and learn from a new way to listen. Please click the link below to access the article. precision-listening_ijst-issue-2-4 Reproduced by permission of the International Journal of Sales […]

September 2016 The International Journal of Sales Transformation,  Issue 2.3 Dr Roy Whitten and Scott Roy discuss what to do before the pitch and how to do it. This is called the “art of discovery”, arguably the single most critical component of the selling process. Please click the link below to access the article. the-art-of-discovery_ijst-issue-2-3 […]