Decisions, decisions – map out your decision-making unit to sell more effectively

Steve ThurlowSteve Thurlow 3 min read

Decisions, decisions – map out your decision-making unit to sell more effectively

Larger, more complex sales are often accompanied by lengthier sales cycles, intense competitive activity and multiple decision makers.

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How manufacturing companies can shift from product to value sell

Steve ThurlowSteve Thurlow 1 min read

How manufacturing companies can shift from product to value sell

There is no doubt the world of commerce has changed dramatically in recent years. However, particularly in the B2B world, there are other, more subtle chan…

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Reflections on the future of selling in manufacturing

Steve ThurlowSteve Thurlow 9 min read

Reflections on the future of selling in manufacturing

We take a look back through the archive and a gaze ahead at the changes in selling in the manufacturing and industrial sector.

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Her Majesty the Queen - arguably the most successful British brand of the last 64 years

Steve ThurlowSteve Thurlow 2 min read

Her Majesty the Queen - arguably the most successful British brand of the last 64 years

From a commercial point of view, she is arguably the most successful British brand of the last 63 (nearly 64) years. So what has she got so right, and what…

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Is communication common sense or a learnable skill?

Steve ThurlowSteve Thurlow 3 min read

Is communication common sense or a learnable skill?

Is it safe to assume that because we've learned to talk that we’ve learned to communicate? If we look little closer there are some key differences.

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Is consultative selling dead?

Steve ThurlowSteve Thurlow 1 min read

Is consultative selling dead?

The advent and growth of new technologies and business processes create challenges that sales organisations have to address, which inevitably means the rol…

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concerns-the-end-of-cycle-sales-killer

Are your sales targets contributing to lost business?

Download our whitepaper to learn why hard closing customers can lose business and how to create a strategy for handling customer concerns.

Download the whitepaper