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Tuesday, November 29th, 2016
How to prepare, execute, and learn from a new way to listen Last issue, we shared with you our thinking around “The Art of Discovery” (International Journal of Sales Transformation, September 2016/Issue 2.3). We discussed a nearly universal problem faced by salespeople: that “selling” is equated with “pitching.” Day in and day out, it involves a process that includes: a)…
Saturday, September 3rd, 2016
Dr Roy Whitten and Scott Roy discuss what to do before the pitch and how to do it. The biggest problem my salespeople have is that they just don’t listen well enough!” The speaker was vice-president and director of sales for a division of one of the world’s largest telecoms companies. He continued: “Or, if they do listen, they only…
Monday, July 6th, 2015
Dr Roy Whitten and Scott Roy discuss how selling can be a catalyst for change and a force for good in the developing world. Selling stuff to poor people – sounds shameful, doesn’t it? Well, it isn’t ¬– that is, if you want them to actually use products that can literally change their lives. Sanitary latrines that prevent contamination of…
