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The New Sales Imperative
Toman, Nicholas; Adamson, Brent; Gomez, CristinaArticle HBS-R1702J-EB2B customers are deeply uncertain and stressed. With virtually infinite information available on any solution, a swelling raft of stakeholders involved in each purchase, and an ever-expanding array of options, customers are increasingly overwhelmed and often more paralyzed than empowered. The authors' solution, developed through work with hundreds of sales organizations globally, is a proactive, take-charge prescriptive approach that sweeps aw...Starting at €8.20
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The End of Solution Sales
Adamson, Brent; Dixon, Matthew; Toman, NicholasArticle HBS-R1207C-EIn recent decades sales reps have become adept at discovering customers' needs and selling them "solutions." This worked because customers didn't know how to solve their own problems. But the world of B2B selling has changed: Companies today can readily define their own solutions and force suppliers into a price-driven bake-off. There's some good news, though, according to the authors, all directors at Corporate Executive Board. A select group of...Starting at €8.20
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Making the Consensus Sale
Schmidt, Karl; Adamson, Brent; Bird, AnnaArticle HBS-R1503H-ESales reps have long been taught to seek out a senior executive who can single-handedly approve a deal, but unilateral decision makers are now rare. Today most purchases are made by groups of individuals, all with different roles and priorities, and all with veto power. As a result, getting deals done has become an increasingly painful and protracted process. But innovative suppliers are finding ways to drive consensus in diverse buying groups, s...Starting at €8.20
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Dismantling the Sales Machine
Adamson, Brent; Dixon, Matthew; Toman, NicholasArticle HBS-R1311H-ESales leaders have long fixated on process discipline, monitoring reps' conformance to "optimal" behaviors and their performance of specified activities. Recently, however, this sales machine has stalled. The approaches that once led to predictable progress in a sale do not work with today's customers, who are empowered with more information than ever before. The new environment favors creative and adaptable sellers who challenge customers with d...Starting at €8.20