Tags » Sales 101

Features vs. Benefits - Which one sells?

When marketing or selling a product, it is important to know the difference between your product’s features and benefits and how they are perceived by potential customers. 461 more words


Requests for Proposal - How to Respond?

I’m writing this following an absolute hiding one of my colleagues got this week in our internal forecast meeting from my VP of sales.  Our junior sales rep had an item forecast for this quarter which was big ticket stuff. 769 more words


Qualify Early - Four Questions We Should ALL Be Asking


Welcome to my first blog post! I have been selling complex solutions to small to medium sized enterprise (SME) for nearly 20 years. I’m still learning every day, I guess we never stop in our profession. 1,071 more words