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“I have a career here, you don’t.” is a particularly straightforward sentence I heard from one of my Clients. And I’m a fan. It happened pretty late in the negotiations. My company was shortlisted after initial presentation and deep-dive technical meeting. The offers were handed, the architecture concept delivered… we were getting to the PoC…
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In the previous article we covered a little (but hopefully enough) for You to know that discovery calls come with different entry parameters and flavors. We started with foundational thinking about discovery conversation and then went through main discovery scenarios and what to expect from them. Today – we’ll go more into specific things that…
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“Prescribing the medicine without diagnosis is considered a mistake in medical art” I remember back in the days when I interviewed with Oracle and reached the assessment part, the manager wrote me “Prepare. And Remember – it’s all about good Discovery”. My further experience in the topic makes me defend thesis, that discovery is the…
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Most of IT vendors sells through channel ecosystem, involving distributors and system integrators. And though all is sold through channel – they still rely on two internal divisions to acquire revenue – channel & sales. Both should be supported by marketing and both share goal to drive revenue and EBITDA. So… what’s the difference? In…
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Popular saying goes “it is not AI who will replace You, but people who knows how to work with it”. This may seem particularly true in case of sales & business development. Why the AI will not replace salesmen? Some say it is because of need to think creatively, be compassionate and generally proficient in…
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Shortly – the more we progress as society the more it is yes! Let me start from outlining the Principal-Agent problem. It refers to the conflict in interests and priorities that arises when one person or entity (agent) takes actions on behalf of another person or entity (principal). The problem worsens when there is a greater discrepancy…
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From newest sales gurus to seasoned oldest Indians, whole world is praising value of good sales playbook to an organization. And the respect is truly due – as it tackles on of biggest management problems. The knowledge transfer. Knowledge transfer is a problem for every organization bigger than a shop you run with your relative……
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Here it is – the reason for majority of „closed-losts” and subject of ancient question „name it at beginning or end of the deal?” – PRICE! Price is a both a value reacting to the market as well as (through art-like pricing strategy plays) creating it. That is why as a seller you need to…
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I cannot imagine how difficult (or expensive) it was to gain valuable knowledge before expansion of the internet and social media. Newspapers, interviews, calls – all to create basic knowledge about organization you plan to contact with. Now you can do it with few clicks. Many people do make a science out of it –…
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I will answer you upfront – chance. And though chance affects every aspect of our life and sales in particular, in those two moments it has more grip. And can define your quota’s achievements “to be or not to be”. Listen up y’all… Let’s first define prospecting – as a set of linked activities done…
To sell in cyber is human.
