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In our markets, so much changes so quickly. It is essential to keep the Sales Guide up to date so our salespeople can seize the opportunities offered by market changes.

Chris Thorson,
Director of Product Marketing, Polycom

"The Sales Guide has proven very useful as the starting point with HP around the world, allowing the HP salespeople to quickly understand their opportunity and how to engage with customers."

Sharad Somani,
Marketing and Alliances Manager

“Let me once again say that this is an excellent job of work. It should be required reading for all Aruba sales people, never mind the channel!"

Duncan Fisken,
Vice President, EMEA, Aruba Networks.

The resulting Sales Guide was very good – money well spent.

Martin Rankin,
Client Business Development Director, Openreach

SfS provided the skills, know-how and proven processes needed to draw out from us exactly what was required.

Steve Adams,
VP and General Manager, Wireless Business Unit, Polycom Inc.

We set Solutions for Sales a tough challenge: to take a salesforce... and develop them so they could start to sell on the basis of our customers’ needs.

Andy Evripides,
VP Global Sales & Marketing, Telesoft Technologies

SfS delivered a great set of interactive training modules.

Seth Nesbitt,
Vice President, Product and Solutions Marketing, Amdocs

The Sales Brief reinforces the key selling messages... it is helping us achieve real competitive advantage.

Ad Sies,
Product Manager Digital, Crown Van Gelder

Without the Project Guide we would never have been able to gain so much traction within these major energy projects.

David Carew,
Vice President,
Growth Markets,
Invensys Process Systems

The Sales Guide has helped us to establish a high profile within our reseller channels, I would recommend the same approach to others.

Chris Shannon,
CEO, EZURiO

At a crucial time when Polatis was about to enter a new market, the Strategic Sales Program helped us to refine and clarify our business propositions.

Dave Lewis,
CEO, Polatis

The Interactive Sales Kits have been really popular. They are always up-to-date.

Nicola Bamfield,
Convergent Solutions Marketing Manager,
BT Global Services

The Solutions for Sales process was very effective... it has proved to be extremely good value for money.

Kevin McNulty,
CEO, BT Transcomm

The workshop and Sales Guide are part of a very powerful process, we have really kick-started the sales drive for our next generation proposition.

John Burnett,
VP Sales, Intervoice, EMEA

We launched the Sales Guide at our partner conference and the number of sales leads increased four-fold.

Paul Meadowcroft,
Head of Transaction Security of the e-security activities of the Thales Group

I was really impressed by the work you have done. The Sales Guides are very highly valued by our sales channels.

Gerard Citroen,
Vice President,
Sales Operations,
NEC Philips

What's New

News alert: Money Sells

14 November 2011

The history of sales is every bit as long and varied as the history of civilization; a case can be made that you can’t have one without the other. The book "Value Merchants: Demonstrating and Documenting Superior Value in Business Markets" brings some new thinking to a very old skill. It advocates what might be called the Jerry Maguire principle: if you show the prospect the money, they will buy.