Shocked By A Customer’s Decision? Are You Having Unpleasant Surprises Because You’re Failing to Influence Customer Executives?
“Have you ever lost a major contract after having been assured by the customer contacts who would be using your product and by their technical evaluators that you were going to win the contract? . . .” (more)
Understand Your Customer
“Are you missing significant opportunities because you’re not applying these 7 keys to defining your true value? . . .” (more)
Confront Reality
“Where do we stand? What will it take to win this major contract? Executive management must continually ask these questions of their sales teams. . . .” (more)
Bad News Early is Good News: Confront Reality or Lose
“Executive management must use a structured process to guide the sales team. You must have a realistic picture of your present position . . .” (more)
Confused by a Strategic Customer?
“It’s a big challenge to travel through the often political “maze” that best depicts selling to larger customer organizations. . . .” (more)
Delayed Sales Are Killing Us!
“What really causes customers to delay decisions? The customer thinks the solution is more expensive and more painful than living with the problem. . . .” (more)
Just received an RFP that you don’t like? Letting the customer define the solution?
“Have you ever had a potential customer issue a rigidly defined request for proposal that doesn’t fit well with your normal product or solution? Or, even worse . . .” (more)
Lost a Big Sale Recently?
“What happens when you lose a big sale? There are always early signs of trouble such as . . .” (more)
Winning the Big Order that You Lost
“Think back to a time when you found out that you had won a big order. Pleasant, wasn’t it? Now think back to another time when . . .” (more)
Your Price is Too High!
“How often do you hear this phrase from your customers? Once an hour, once a day, once a week? Most sales people, when they hear ‘Your Price is Too High’, think . . .” (more)
Your "Crown Jewels"?
“Your company, like almost all technology companies, focuses on developing and carefully guarding your ‘crown jewels.’ Unfortunately, the ‘jewels’ that you’ve focused on are likely your unique . . .” (more)
Selling Technology
“Maintaining differentiation based on product innovation is becoming increasingly more difficult. Customer demand for standards-based products and the ready availability of basic electronics to . . .” (more)
We Missed Our Sales Forecast
“Everyone in business dreads hearing the words ‘We missed our sales forecast.’ We all know that this statement will likely result in a variety of . . .” (more)
Business Development for Professionals - Part I
“We can all agree that selling a professional service is quite different than selling a product. To start with, you can’t demonstrate your ‘product’ and . . .” (more)
Business Development for Professionals - Part II
“Now, let’s discuss what is needed to ‘sell’ your services. ‘Selling’ has, of course, a lot of negative connotations such as in the term "used car salesman." Selling though is critical . . .” (more)

Client Successes

"These programs contributed to the overall revenue growth (15%) of Amtec Engineering and to our growth (35%) in new license sales in the North American market during the period. This was quite an outstanding performance considering the difficult economic times."
- Amtec Engineering

(read more)


The Seven Deadly Mistakes That
Cause You To Lose Large Sales

Navigating through the "maze" of a large complex sale can be confusing. But it doesn't have to be.

Seven Deadly Mistakes coverGet 22 pages filled with information about what causes the most common mistakes and advice on how to avoid them. Learn about mistakes such as Failing to Confront Reality, No Business Case and Wasting Resources on Poor Opportunities.

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