... is dramatically changing and with that, so must enterprise selling. Holden embarked on a proprietary, global 12-year study of over 28,000 B2B sales professionals and 50,000 competitive deal reviews, categorizing sellers along a Four Stage Model of Sales Proficiency. The research is summarized in the new book...

...Anthony Landale If you are in the business of selling, the question you have to ask is how to add value. At Finning UK, the distributors for Caterpillar, training delivered by STC has been designed to help the sales team develop a range of skills and techniques that enable them to get closer than...

... it is the first sale in a series of negotiations leading to a contract. Speaking candidly, if one cannot sell an appointment, one cannot sell. Often, this is the acid test for hiring an industrial salesperson. Suggests certain rules and attitudes as well as illustrates practical techniques to overcome objections...