Tag Archives: transactional selling

Eliminating Confusion from SMB Sales

Successful sales people have one thing that the unsuccessful ones don’t: A repeatable method from creating sales success! Today we’re going to review the core principles that SMB salespeople need to understand in order to begin building a personal–repeatable–sales methodology.

Posted in career, Performance, Sales | Tagged , , , | Leave a comment

Indus, Enterprise Salespeople Are Already There…

This is very timely, based on our previous discussion regarding transactional selling. Indus argues that the The Traditional Sales Model Can’t Sell Enterprise Software. And, as he describes the traditional sales model he’s not wrong. What’s the problem? The problem … Continue reading

Posted in career, Sales | Tagged , , | Leave a comment

Transactional Selling: The Basics

The transactional sale is almost invariably defined by a short sales cycle and a rather straight forward method of payment. To describe the transactional (aka, SMB) sales process a bit more practically, once a prospect is engaged and talking all … Continue reading

Posted in career, Sales | Tagged , , | 2 Comments