by Tris Brown | Sep 16, 2019 | Solution Selling
Mutually Beneficial NegotiationsFor the kinds of negotiations that satisfy both parties and are likely to create value over time, you need to accept that win-win negotiations are more about cooperation and mutual benefit than confrontation and a zero-sum game. Sure,... 
by Tris Brown | Aug 14, 2019 | Solution Selling
The ProblemThe problem for so many sales managers is how to design a motivational sales compensation plan that keeps sales reps motivated to perform. It’s a delicate balance between: Setting quotas high enough to challenge the best solution sellers but low enough to... 
by Tris Brown | Jul 25, 2019 | Solution Selling
What Is a Compelling Sales Trigger to BuyExperienced salespeople know that sales success is all about relevance, access, and timing. Your chances of success are greatly increased if you can contact the right person, at the right time, with the right need that matches... 
by Tris Brown | Jun 13, 2019 | Solution Selling
A Downturn is Coming at Some PointPundits tell us that, like the next earthquake, an economic recession is inevitable and on its way. The good news is that for both disasters, natural and economic, the right preparation can minimize the negative effects. Does your... 
by Tris Brown | May 15, 2019 | Solution Selling
Access to Executive Decision Makers One of the first steps in any sales process is getting a meeting with your target buyer. Most sales strategies try to go as high in a company as you can, but it is becoming more and more difficult to gain access to executive...