With the advent of new technology, the face of sales is changing. Information that used to lend suppliers power to influence clients is now widely available, and from a variety of sources. The competition can also provide a solution that gets the job done, and they can match your prices. In general, they can match your features and functions. They provide product solution/product differentiation to match your own.  

How can you create impact and develop the “x factor” that wins you the contract? It is worth considering that it’s not what you sell, it’s the way you sell that makes the difference. 

Trust, attitude, relationships and communication are key when bidding for a significant solution. Consultancy, coaching and training in these crucial areas, will enable us to best demonstrate our ability. This is where we can create differentiation between us and our competition. Given most complex sales are a team project, we work with Sales, Pre-sales, Professional Services, Consulting, and Marketing professionals. 

I have fourteen years of sales experience within different business models, working both freelance and employed. In a transactional and consultative environment I have held positions in Business Development, Account Management and Sales Management. My experience is largely in the technology marketplace, where competitive advantage between bidders is negligible, and it is the subtle differences that win the deal. 

Pinnacle works on two levels. Firstly, working directly with an organisation on its sales function at a structural and process level. Secondly, we develop excellence in individuals.