A significant new product is about to be launched. It's technologically innovative, it meets a clear market need and, best of all, it leapfrogs the competition. So why does a product with such great promise seem to be struggling for its life?
Online service and Cloud Computing have opened up options and opportunities to a wide audience of IT users, delivering on demand services previously unavailable. NetEvidence explain how they capitalised on this growth and saw revenues double.
Beauty, or in this case value, is in the eye of the beholder. So the seller must see the situation through the buyer’s eyes if they are to have a persuasive dialogue between the two parties.
The growth of Granta’s business depends heavily on the development of credible commercial relationships with people at a senior level within their client organisations. To achieve that, they need to hold a different type of conversation and establish a different kind of need.
Huthwaite International has carried out extensive research studies into what makes an effective negotiator. Find out more.
What's next when a company as renowned and consistently excellent as Siemens, realises that the Greek market is one of the toughest sales environments in the world?
Every organisation that embarks on a training project – particularly in a vital discipline like sales skill – wants to know that it’s working. But how often can you actually prove, in hard financial terms, that the investment in the training has been repaid many times over?
How INVISTA took a flexible approach to improve their negotiation skills and value-sell LYCRA® fibre
How global polymer and fibre specialist INVISTA took a flexible approach to improving negotiation skills and value-selling LYCRA® fibre and other speciality apparel lines.
How global technology firm Medtronic overcame increased competitive pressure and closer spend scrutiny within hospitals to achieve standout.
This paper explores, in the broadest terms, the potential areas for development within a sales function. By comparing, at each stage of the process, the behaviours of a sales operation that is world-class with one that is typical.