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Posts Tagged ‘Direct sales’

Guest Post: BUYER Process Trumps Sales Process

Friday, June 25th, 2010

Buyers in Fortune 1000 organizations say the challenge facing professional sales teams is to adapt how they sell to how buyer’s are going to buy.  They have told us that high value buying is developing into a science around the allocation of scare recourse to major projects and purchases. (more…)

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Posted in Sales | 2 Comments »

Time for lateral thinking about B2B selling

Monday, March 22nd, 2010

You have no doubt heard the saying ‘discovery is not about seeking out new lands, but looking at existing lands with new eyes’.  Well, that pretty much sums up the rationale behind lateral, or creative thinking. (more…)

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Posted in Sales, start ups | 1 Comment »