by Carlos Nouche | Mar 22, 2022 | Blog
The term “value selling” and similar variations like “value-based selling” have become commonplace. These terms simply imply that we sell on value rather than features, benefits, or price. The generic terminology covers many different sales... 
by Carlos Nouche | Feb 10, 2021 | Blog
COVID-19 has impacted several areas of our lives, including our professions. With mandated lockdowns last spring, most salespeople moved to remote selling. As the restrictions eased, some headed back to offices, while others continued working from home. This shift... 
by Carlos Nouche | Aug 5, 2020 | Blog
Given our current times, I’m sure you’re finding decisions are moving up by at least one or two levels in authority; deals today are under much greater scrutiny. As organizations try to find their way through 2020, deals that do get approved must be associated to top... 
by Carlos Nouche | Oct 29, 2019 | Blog
When engaging in an opportunity, we often rely on our product/solution to win the day. We believe if we can show them how cool, how powerful, or how revolutionary the product is, it will magically answer all their questions and lead them to buy. In early stage... 
by Carlos Nouche | Mar 19, 2019 | Blog
Over my past 10 years of facilitating sales workshops around the world, I’ve noticed a pattern. One in which some, if not most, sales professionals make statements such as, “I have been through something just like this before” or, “this is simply a refresher for me,... by Carlos Nouche | Nov 5, 2018 | Blog
We all want the mega deal, that mega win that pushes us into accelerators and makes us a legend within the company culture. But, how do we get one of these mega deals over the finish line? How do we execute something that might be more complex than anything we have... by Carlos Nouche | Apr 2, 2018 | Blog
We’ve all been there. Unmotivated or overwhelmed to the point of not knowing where to start. What can we do to overcome these lulls and continue being productive? In today’s busy world managing our own time is a constant battle for all of us. It is no wonder we find... by Carlos Nouche | Nov 20, 2017 | Blog
I often hear sales reps and leaders talk about their company and the huge impact it has for its customers. But, when I ask for one measurable example, they stumble. Why is that? Now, of course, some will come up with a number: ‘X’ savings or ‘Y’ revenue gain. This... by Carlos Nouche | Aug 22, 2017 | Blog
“The wise learn many things from their enemies.” — Aristophanes As I speak to companies in all types of industries, I am surprised to discover that some know very little about their competition and how to best position themselves against them. You may think you... by Carlos Nouche | Mar 6, 2017 | Blog
At the end of every quarter, I see the same misstep — the lack of a Mutual Plan with the prospect (AKA a simple client-specific business case). Sales teams work so hard throughout a quarter to complete proper discovery, multiple product presentations, detailed... 