Selling methodologies

Beyond the Challenger Sales Model

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Has your organisation implemented the Challenger Sales Model? It must surely be one of the most successful sales methodology roll-outs this millennium. Indeed, the godfather of SPIN, Neil Rackham quotes on the book’s cover “The most important advance in selling for many years”. High praise from someone who perhaps did make the most important advance … Read more

Research update: The end of solution sales? HBR July 2012

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The July / August edition of the famed Harvard Business Review features the headline grabbing article “The End of Solution Sales”. Is it really? Adamson & Toman, the authors, contend that sales people are becoming less valuable with highly educated B2B buyers (thanks to the internet). They back up the argument with research involving 1400 … Read more