Articles by Jeff Thull, President & CEO, Prime Resource Group
Selling to Executives: Who is Getting Their Attention, You or Your Competitor?
How many sales have been lost because your competition had inroads with the senior executive and you didn't. How often did you find out, too late
The Decision to Buy
So, how do you guide your customers through a high quality decision process that will help them understand the value of your solution and be willing to invest in it?
The goal is to let your questions help you establish exceptional credibility and become a problem solver for your customers.  This level of engagement guides customers through making quality business decisions
7 Common Sales Challenges that Prevent Executive Level Access
With the complexity of today's business solutions and their far-reaching affects, more often than not senior level executives are actively involved in the process of assessing the issues and their options.
Is Your Purchasing Department Stripping Value as They Reduce Costs?
So what can companies do to ensure that their purchasing procedures are not undermining other departments by diluting value and ultimately bringing down profits?  Here are some points to consider
Sales and The CEO: Why Your Role Has Evolved to The Head of the Sales Department.
Your sales organization should create strategy for your company - and you, the CEO, must be on top of this critical process.
The End of Solution-Based Selling
This article highlights why solution based selling no longer works and what is required to excel in today's environment.
Value Creation - the New Core Competency for Growth-Minded Companies
If you're competing on price, you'll never achieve maximum profitability. It is critical to make value creation everyone's job.
The Best Kept Secret of The Selling World
The cost of the problem is the financial impact of staying the same, and the cost of the solution is part of the pain of changing.
The Presentation Trap: Why Making Presentations Can Cost You the Sale
Conventional salespeople hate to hear this because the presentation is usually the key weapon in their sales arsenal.
Is Part of Your Sales Force On Life Support?
As salespeople, we're always suspected of being vultures coming in for the kill. Generally missing is the most vital ingredient for any long-term relationship- trust.
Driving Forces of Commoditization
How do you maintain your price structure and the value of your offering when the trend towards commoditization of  products and services keeps growing ?
Developing Sales Professionals in Today
You know that you have unique and valuable sales solutions. How do you begin to develop your sales force to operate in a challenging business environment? 
Three Traps of Selling Conventionally in a Complex New World
The conventional sales process is the most widely used selling paradigm for good reason: it works. That is, it works if you have a simple sale. Problem is, the world in which we sell has changed.  
Sales and Marketing Strategies for Era 3
How To Leverage Value To Win-And Keep-Profitable Customers. It's no longer enough to offer a value-added product. You must leverage your value all the way through to your customers' customers.
The Science and Art of "Go For The No" Selling
During the economic downturn of the past two years, numbers of sales executives flushed their least effective salespeople from their teams.
Winning Strategies to Succeed in Complex Sales
So, you're playing in the big leagues now. You are involved in high-stakes, high-return, multi-faceted sales, but has something changed? Are you finding that the skills that won sales for you in the past just aren't working as effectively today?
How to Recognize a Great Salesperson
Doing business with great salespeople can make a big impact on your bottom line. Learn how to distinguish between them and conventional "commission-seekers."
Ten Timely Tips For Mastering The Complex Sale
Every sale is not as good sale. About 35% of all sales are bad sales. In one way or another, they leave the customer disappointed or the seller with excess costs and diminished returns.
How to Prevent "Unpaid Consulting"
If you're in sales, you've probably encountered this scenario. You're trying to convince a potential customer that your great product and service will solve his most pressing problem.

Jeff Thull is a leading-edge sales and marketing strategist and valued advisor for executive teams of major companies worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation and professional development programs for companies like Shell Global Solutions, 3M, Microsoft, Intel, Citicorp, IBM and Georgia-Pacific, as well as many fast track, start-up companies. Jeff is a compelling and thought-provoking keynote speaker for corporations and professional associations worldwide. He is also the author of the #1 best selling books Mastering the Complex Sale, and newly released, The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale. For more information contact: Prime Resource Group, http://www.primeresource.com, 1.800.876.0378.