For several years we try to convince customers to stop selling on benefits and to start selling on value. In solutions sales you demonstrate benefits to conclude sales and defend margins.

One of our absolute favorite youtube clips is a few good expenses. Here a sales manager has to defend the expensing of a lapdance session to corporate finance (represented by Tom Cruise).

The impact of payment terms on the commercial return of a customer is a standard calculation well known to most sales professionals.

The past 20 years I assisted many companies in setting-up structured commercial performance improvement programs.

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