February 1st, 2016

Most sales competence training focuses at best on skills and technique and at worst on what we call ‘tips and tricks’. Elements of the ‘selling process’ are dissected into pieces, and then the inevitable skills parade focuses on the parts: account planning, lead generation, cold calling approaches, open and closed questions, presentations, and – everybody’s favourite – how to close. The problem here is one of starting in the wrong place: with content instead of context.

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