Poor old salesperson. Forgotten by headquarters, out on the road braving the snow and ice, suffering winter blues, and facing up to yet more clients and prospects still shell-shocked by the state of the economy. How are they supposed to stay bright and breezy, especially as they hold on to a fragile new year’s resolution … Read more
Selling to procurement: How good are we? Selling Interactions is very proud to be collaborating with Four Pillars, a specialist consulting focusing on strategic relationship management. For any sales professional, this is a critical area, as it affects profoundly the possibilities we can achieve in our dealings with customers. Four Pillars ran a research study … Read more
What makes a good sales process? A little known research paper published in the Spring of 2008 (Barber & Tjetje) put forward the case for value stream mapping as an approach for redesigning sales processes. This bold paper makes an excellent case for the use of lean techniques to be applied to sales. The authors … Read more