TypePad Profile

Get updates on my activity. Follow me on my Profile.

« How Should You Qualify Each Sales Lead? | Main | Start-Ups: How to Structure the Core of Your Sales Conversations »



Feed You can follow this conversation by subscribing to the comment feed for this post.

seks hikayeleri

thank you so much

Iain Swanston

Hi Anthony
Surely BANT left the building with Features and Benefits selling and no one actually uses this anymore?
They key for me in every case is Commitment. If the "power sponsors" as you call them collectively have the commitment to move from where they are now, to where they want to be, then they will find the money. Most companies do have a Need but it's easier to continue the status quo because they lack the commitment to change.

Verify your Comment

Previewing your Comment

This is only a preview. Your comment has not yet been posted.

Your comment could not be posted. Error type:
Your comment has been saved. Comments are moderated and will not appear until approved by the author. Post another comment

The letters and numbers you entered did not match the image. Please try again.

As a final step before posting your comment, enter the letters and numbers you see in the image below. This prevents automated programs from posting comments.

Having trouble reading this image? View an alternate.


Post a comment

Comments are moderated, and will not appear until the author has approved them.

Please type your email address below to receive an email whenever a new blog post appears:

Delivered by FeedBurner