Monthly Archives: febbraio 2012

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L’autore di Zero-Time Selling intervistato senza esclusione di colpi

L’autore di Zero-Time Selling intervistato senza esclusione di colpi

Sono orgoglioso di presentarti Andy Paul, l’autore del bestseller internazionale Zero-Time Selling. Andy è uno dei trainer vendita più “hot” del momento ed è richiestissimo, proprio da quando il suo testo è arrivato tra i primi tre in classifica tra i testi di marketing e di vendita nel 2011. Io stesso sono rimasto subito affascinato dalle teorie sulla vendita di Andy, così fresche, attuali, pratiche e all’avanguardia. Dopo essermi confrontato con lui, ho potuto capire lo spessore incredibile ed il … Continue reading →

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Sales Performance Improvement Is More Than Just Sales Training

Sales Performance Improvement Is More Than Just Sales Training

When Shakespeare famously penned, “A rose by any other name would smell as sweet,” it’s clear that he didn’t live in the age of Google searches and brand positioning. Today, he might still have found success as a writer, but his florist business would probably go nowhere. I’ve been fielding a lot of calls lately from sales training company executives and individual sales trainers who tell me everything from “sales training is dead” to “I don’t consider myself a ‘sales … Continue reading →

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The Right Way to Use Demos in Technology Sales

The Right Way to Use Demos in Technology Sales

Not too long ago I wrote a piece on the misuse of “demos” by some sales people, called “Demo is  a Four Letter Word”.  The folks over at OpenView Labs, asked me to expand on the thought, specifically how it would pertain to technology sales.  You can hear the exchange below, and then visit OpenView Labs for a transcript on more great info.  As always, let me know if you agree, disagree, or I suspect, could care less. Happy demoing, … Continue reading →