Monthly Archives: February 2012

Good News and Bad News about Selling

Posted on February 26, 2012 by Michael Nick

There is good news and bad news about selling. Did you happen to notice how your job as a sales professional has changed? No? Well let me tell you, it has and selling in the future will force you to continue to … Continue reading →

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Selling Complex Solutions | Complex Sale

Posted on February 20, 2012 by Michael Nick

Selling complex solutions is not like selling a commodity. Your prospects have a uniqueness about them that requires you to be more thorough, and detailed in your research and presentation. They are typically organized in many silos. These silos are … Continue reading →

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ROI and Marketing: A Match Made in Heaven

Posted on February 15, 2012 by Michael Nick

ROI and Marketing is a match made in heaven. Why? ROI Marketing is the process of integrating ROI Selling into your marketing programs, process, and plans. In the past I have touched on the benefits of using ROI Selling in … Continue reading →

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Is ROI Really Dead?

Posted on February 11, 2012 by Michael Nick

Is ROI really Dead? Well, you have to decide for yourself.  Everyone throws around calculations that “must be” in an ROI model like: * ROI (Return on Investment) * NPV (Net Present Value) * IRR (Internal Rate of Return) * … Continue reading →

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Selling is about Getting into the Buyers Head

Posted on February 7, 2012 by Michael Nick

Selling is about getting into the Buyers head.  Assessing a vendor to buy from incorporates many of the sales process stages I have been discussing for weeks (e.g. target, qualify, meet and greet, present, due diligence and proposal). Beginning with … Continue reading →

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Achieving Sales Targets

Posted on February 2, 2012 by Michael Nick

Achieving your sales targets is a primary goal of all sales organizations as well as sales professionals. Today I want to discuss a way to audit how well you provide guidance and direction to your salesforce through sales targets and … Continue reading →

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