In a B2B landscape, where many sales teams continue to come under RoI scrutiny ( a common scenario since the GFC , 10 years ago), an old outdated paradigm seems to be hanging on longer and better than it deserves.  Single point or single face Account Management.  The notion that the sales exec is the […]

    Readers of the trade press over recent months will have had the opportunity to digest the nine pathways espoused in CP2025.  One of which describes the importance of improving business operations and in particular, observing workflows and reviewing procedures to look for opportunities for improvement.  In considering how you might apply this to […]

Selling features-advantages-benefits has been around since Noah came off The Ark. There can’t be a B2B sales exec around who has not been exposed to some sort of FAB training. But couching the benefit in a way that truly and uniquely connects to the customer’s emotional reality is a skill that few have mastered. One […]

“Sell the benefits not the features!”…..but are you REALLY making the emotional connection? Selling features-advantages-benefits has been around since Noah came off The Ark. There can’t be a B2B sales exec around who has not been exposed to some sort of FAB training. But couching the benefit in a way that truly and uniquely connects […]

“Sell the benefits not the features!”…..but are you REALLY making the emotional connection? Selling features-advantages-benefits has been around since Noah came off The Ark. Most folk in retail pharmacy seem to at least be aware of this concept. But couching the benefit in a way that truly and uniquely connects to the customer’s emotional reality […]