bosworth-kenneyselling.blogspot.com
Bosworth-Kenney Selling Blog: Mindful Conversations
http://bosworth-kenneyselling.blogspot.com/2012/07/mindful-conversations.html
Thursday, July 5, 2012. In my business it’s really important to listen carefully when others speak. Conceptually this sounds pretty simple, doesn’t it? It becomes even more problematic because, lacking anything remotely close to a photographic memory; I’m forced to take notes – lots of them. So, instead of truly being at one in a shared conversation, I find myself multi-processing (difficult for me), which in essence degrades my true comprehension of the dialogue in play. Many salespeople seem to have an...
bosworth-kenneyselling.blogspot.com
Bosworth-Kenney Selling Blog: GIVING
http://bosworth-kenneyselling.blogspot.com/2013/07/giving.html
Tuesday, July 23, 2013. We’re a society of givers. Not to fly in the face of customer-centric principles, but I believe that in a business-to-business environment, we devalue our offerings and potential future revenue by giving away valuable products and services at little or no charge. In effect, we've trained our customers to negotiate with us, and they're on top. It often occurs in the form of a concession in order to close business within a calendar deadline. It’s your call. Giving away product or se...
bosworth-kenneyselling.blogspot.com
Bosworth-Kenney Selling Blog: July 2013
http://bosworth-kenneyselling.blogspot.com/2013_07_01_archive.html
Tuesday, July 23, 2013. We’re a society of givers. Not to fly in the face of customer-centric principles, but I believe that in a business-to-business environment, we devalue our offerings and potential future revenue by giving away valuable products and services at little or no charge. In effect, we've trained our customers to negotiate with us, and they're on top. It often occurs in the form of a concession in order to close business within a calendar deadline. It’s your call. Giving away product or se...
bosworth-kenneyselling.blogspot.com
Bosworth-Kenney Selling Blog: May 2012
http://bosworth-kenneyselling.blogspot.com/2012_05_01_archive.html
Thursday, May 31, 2012. Establishing the relationship between value and negotiation. 8220;Where Do We Need to Be? Any variation of that theme will suffice. Thinking about it makes me squeamish because we’ve just queued-up unnecessary concessions. Our willingness to do so indicates that we’ve raised the white flag of surrender. We’ve subjugated our negotiating position and acknowledged a willingness to forego some of our margin, and perhaps some of our dignity. This is why early in the buy/sell life cycle...
bosworth-kenneyselling.blogspot.com
Bosworth-Kenney Selling Blog
http://bosworth-kenneyselling.blogspot.com/2012/06/when-to-do-battle-by-steve-bosworth-if.html
Monday, June 11, 2012. In the Shadow of Sun Tzu - When to do Battle. If one considers the nuances of the buyer / seller opportunity lifecycle, it's a pretty safe bet that if a prospect organization is going to spend funds on a new business solution, they've already conducted to some degree their own analysis of the various vendors before going public with the vendor selection process. Here’s a thought for those who like to think tactically. Change the rules of engagement, or don’t play. If a seller hasn&...
bosworth-kenneyselling.blogspot.com
Bosworth-Kenney Selling Blog: Been on hiatus for too long....
http://bosworth-kenneyselling.blogspot.com/2013/03/been-on-hiatus-for-too-long.html
Tuesday, March 26, 2013. Been on hiatus for too long. We've ignored this blog for a while and now intend to reactivate it. The B&K team has been. Busy In the last month we've been in San Francisco, Houston, Washington, DC, and heading to. Canoga Park next week. We're heading to Europe on 20 April. Subscribe to: Post Comments (Atom). Our business strategy builds on our skills and experience in consulting across a wide array of business technologies. View my complete profile. Been on hiatus for too long.
bosworth-kenneyselling.blogspot.com
Bosworth-Kenney Selling Blog: Qualification / Disqualification
http://bosworth-kenneyselling.blogspot.com/2013/03/qualification-disqualification.html
Tuesday, March 26, 2013. Http:/ www.thejfblogit.co.uk/2013/03/25/why-qualify/. Great article by Jonathan Farrington on qualifying. It's a theme similar to, " TestingThe Sales Hypothesis. As a best practice, qualification/disqualification testing should continue throughout the buy/sell lifecycle. Subscribe to: Post Comments (Atom). Our business strategy builds on our skills and experience in consulting across a wide array of business technologies. View my complete profile. Been on hiatus for too long.
bosworth-kenneyselling.blogspot.com
Bosworth-Kenney Selling Blog: March 2013
http://bosworth-kenneyselling.blogspot.com/2013_03_01_archive.html
Tuesday, March 26, 2013. Http:/ www.thejfblogit.co.uk/2013/03/25/why-qualify/. Great article by Jonathan Farrington on qualifying. It's a theme similar to, " TestingThe Sales Hypothesis. As a best practice, qualification/disqualification testing should continue throughout the buy/sell lifecycle. Been on hiatus for too long. We've ignored this blog for a while and now intend to reactivate it. The B&K team has been. Busy In the last month we've been in San Francisco, Houston, Washington, DC, and heading to.
bosworth-kenneyselling.blogspot.com
Bosworth-Kenney Selling Blog: I'd Rather Sweat...
http://bosworth-kenneyselling.blogspot.com/2012/07/id-ather-sweat.html
Monday, July 16, 2012. He was right. Success comes down to proper execution of a process, be it in war, or, in business. Proper execution doesn’t occur by magic; it’s the result of rigorous training. Sweat, whether physical or metaphorical, is good because it will improve execution of a process, or a move. We help design sales process programs for businesses, and often use this as a discussion point in our work. July 16, 2012 at 6:38 PM. Steve, I agree whole heartedly with your passion for practice. ...
