Articles for Paul Harney
Don’t Repel Sales Prospects You’re Trying to Attract
Here's how to get your foot in the door with a professional approach
Make Your Business Case an Offer They Can’t Refuse
This means accurately assessing how things are, demonstrating how they can approve, and then showing your work. Make your business case so strong an argument for your offer that no one can deny its overall value.
Use Business Cases as an Opening and Closing Tool
They are a perfect way to assist your customer in due diligence while building trust
Make Customers Your Best Salespeople
The advocacy of a satisfied customer can make all the difference in B2B sales
3 Ways to Make Technical Consultants Part of the Sales Team
Having well-integrated sales and technical staff helps build credibility and your bottom line
To Hit Sales Targets, B2Bs Need to Define Roles—and How They’re Compensated
All contributions to a sale aren't equal, and neither should be the rewards
Build Contracts that Close on Schedule—and Increase Business
Vendors should think of contracts as great marketing opportunities
3 Ways Sales Leaders Can Help Reps Hit Their Numbers
Managers need to take a step back to move the sales force forward
To Maximize Sales Enablement, Optimize Your Processes
Successful sales enablement initiatives need a sound infrastructure
Tie Sales Compensation Plans to Your Company’s Mission
Point "coin-operated" reps toward ensuring the right business results.
How an Integrated Pricing and Negotiation Strategy Drives Profitability—and Customer Satisfaction
It takes thoughtful planning and execution, but the rewards are plentiful.