Below are a number of published articles, written by myself and others, that directly relate to selling.

Please feel free to download them and, if appropriate, comment on any or all of them.

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beagle_research_forecastings_new_paradigm  A report from Beagle Research that summarizes their findings on the inaccuracy of forecasting.

Performax_ Forecasting  Peter Michie of Performax presents a number of solid arguements as to why the forecasting methodologies that most companies use are flawed.

Keeping Pipeline Insights Actionable-McKinsey     From a study by McKinsey & Company.  In this article Anupan Agarwal explores how you can get an extra 2% to 10% revenue increase by focussing on the quality of your pipeline. - Anupam Agarwal (McKinsey & Co.)

Value Proposition    Your Value Proposition is a clear statement of the value you bring to the prospect, this article describes the elements of a Value Proposition, how to create one and why it is so important when selling. - M. Harding      

The Elevator Pitch     A good Elevator Pitch, when delivered properly, can open the right door at the right time, this article explores the elements of an Elevator Pitch and how to create one. – M. Harding   

Prospecting     No-one likes prospecting; this article explores why and provides tips & techniques to improve your prospecting success rate and ‘Take the chill out of Cold Calling”. – M. Harding

Qualifying     You can waste a lot of time and effort on poorly qualified prospect, this article explores how to qualify quickly and cleanly.  - M. Harding

Handling_Objections     ”Objections point the way to the sale”.  Only prospects that are really interested in what you’re selling will ask the tough questions, knowing how to handle these questions is critical if you hope to close the deal, this article deals with the three most common objections and how to handle them.

Price_Objection     “Your price is too high.”   What is the prospect really saying when he/she says that famous sentence, this article explores the root cause of that sentence what you need to do to handle this objection. – M. Harding

Proposals     A proposal can make or break your sale, learn how to create a winning proposal in this article. – M. Harding

Who are you selling to     Everyone has different ways of doing things, each of us has a certain STYLE.  If your Style clashes with the Style of the prospect, you may be in trouble and not know.  Learn how the different style interact and how to recognize them. – M. Harding

Closing     Is there such a thing as a ‘Close’ or is it a special case of handling an objection?  This  article will help you understand the when and why of ‘Closing’ and how to do it more effectively as well as providing some ‘Closing’ tips. – M. Harding

Sales Management     Some tips and alarms for newly appointed sales managers and the Do’s & Don’ts. – M. Harding

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