https://www.comskicom.com/selling daily 0.75 2025-01-12 https://www.comskicom.com/selling/selling-pricing-consistencyso-what monthly 0.5 2025-01-27 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/41c33213-3370-4da8-9aea-de96246932f1/Oliver+Twist.jpg Selling - Selling: Pricing consistency—so what! - Simply put, introduce some logic into their pricing. The buyer’s question is quite legitimate and often sincere. In a globalized world it is in not acceptable to be unable to answer this question coherently. Beyond the base production cost, tax regimes change, logistics vary and operating costs differ from one place to another. There are multiple ways to explain the differences. https://www.comskicom.com/selling/selling-to-prospect-or-prosper-that-is-the-question monthly 0.5 2025-01-13 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/ad415a83-b652-4577-9e85-17f5690ff165/Opportunity+identification.jpg.png Selling - Selling: To prospect or prosper, That is the question! - Such segmentation does not need to be a massive operation, but more importantly when we take this more structured approach we can link it to the volume of new opportunities we actually need to deliver our growth. When you strip away foolish volume-based incentive schemes it will always be better have a smaller number of opportunities that have a reasonable chance of being converted into business than the scatter-gun approach associated with the word “prospecting”. Its always better to prosper rather than prospect. https://www.comskicom.com/selling/selling-is-there-ever-a-single-need-that-makes-a-business-opportunity monthly 0.5 2025-01-12 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/4ba8451b-7ed0-4e1c-851a-e572c6e96a93/Needs+and+impratives.jpg Selling - Selling: Is there ever a single need that makes a business opportunity? - Unlike technical challenges which are visible and openly discussed, the imperatives are practically always hidden, and it is for the sales rep to actively seek them out and make them part of his or her solution. Only when you understand the imperatives can you say that you have truly identified the compelling need. https://www.comskicom.com/selling/selling-theres-more-than-one-way-to-skin-a-cat monthly 0.5 2024-05-13 https://www.comskicom.com/selling/selling-the-problem-with-crm-is-that-it-iscrm monthly 0.5 2024-05-06 https://www.comskicom.com/selling/etqeom93dyxws2kjl9tnxzrvf9pu1i monthly 0.5 2025-01-12 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/f7776ff6-33bc-4d67-91f6-323011c4bc3f/Repeat+business+quotation.jpg Selling - Selling: We need Account Managers…do you really? - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/selling-how-can-i-win-with-profitable-pricing-part-2-of-2 monthly 0.5 2024-03-05 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/8908e2ef-6da0-4582-bf32-1fabe1e00a5f/arrow+and+weights.jpeg Selling - Selling: How can I win with profitable pricing? (part 2 of 2) - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/selling-how-can-i-maintain-profitable-pricing-part-1-of-2 monthly 0.5 2025-01-12 https://www.comskicom.com/selling/selling-im-a-business-development-managerreally monthly 0.5 2025-01-12 https://www.comskicom.com/selling/selling-you-cant-sell-if-no-one-needs-to-buy monthly 0.5 2024-02-13 https://www.comskicom.com/selling/selling-yes-it-is-worth-differentiating-yourself-even-in-a-supplydemand-driven-market monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/cbbc8b0d-ea61-4b88-b441-8a5aa74a00e2/SupplynDemand.jpeg Selling - Selling: Yes, it is worth differentiating yourself even in a supply/demand driven market. - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/selling-my-challenge-how-can-i-sell-my-services-effectively-via-an-integrator monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/24c3f0a7-0f85-41dd-86ef-f6a2cecbcdd3/Subcontractor+2.jpeg Selling - Selling: My challenge - How can I sell my services effectively via an Integrator? - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/selling-my-challenge-do-i-really-want-to-be-the-contract-holder monthly 0.5 2024-01-03 https://www.comskicom.com/selling/selling-my-challenge-how-can-i-make-prospecting-more-palatable monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/b56f4ce1-cf56-4158-876d-152593bbb260/Tec+conceptual+plan.jpeg Selling - Selling: My challenge - How can I make prospecting more palatable? - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/selling-are-you-really-a-solutions-provider monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/6346df6c-2676-4dac-b790-23bc58eaf61f/Whole+product.JPG Selling - Selling: Are you really a solutions provider? - Make it stand out From: Crossing the chasm - Moore https://www.comskicom.com/selling/selling-its-not-about-you-its-the-buying-motivation-that-counts monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/18b9bcd6-fe8d-49f0-8734-543b47de3172/nAVEL+GAZING.jpeg Selling - Selling: Its not about you. It’s the buying motivation that counts https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/99e93d1e-ac92-4546-a23e-6e96c962ed4e/Inversed+sales+process.jpg Selling - Selling: Its not about you. It’s the buying motivation that counts - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/selling-avoid-falling-back-into-the-chasm monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/c6a46e2f-4cd7-4725-ba02-98189d5079f8/Falling+into+chasm.png Selling - Selling: Avoid falling back into the chasm - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/be6aa154-9995-401b-a944-8011e7dbc505/ComMat+plot.png Selling - Selling: Avoid falling back into the chasm - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/selling-help-me-succeed-not-prevent-me-from-failing monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/57ff7183-e4f0-47bf-bf39-c79e2c25bd79/Stock+ticker.png Selling - Selling: Help me succeed, not prevent me from failing. - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/selling-an-opportunity-pipeline-wont-help-you-grow-your-business monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/11fc6507-c213-4d38-b499-827d29ec2965/chasing+leads.jpeg Selling - Selling: An opportunity pipeline won’t help you grow your business - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/selling-risk-bring-it-on monthly 0.5 2023-03-10 https://www.comskicom.com/selling/what-did-crm-ever-bring-me monthly 0.5 2024-01-03 https://www.comskicom.com/selling/im-a-key-account-manager-what-do-you-want-me-to-do-exactly monthly 0.5 2024-01-03 https://www.comskicom.com/selling/how-can-i-increase-my-chances-of-winning monthly 0.5 2023-03-08 https://www.comskicom.com/selling/i-dont-need-to-know-my-market-share monthly 0.5 2023-03-08 https://www.comskicom.com/selling/dont-run-away-from-risk monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/1661950835283-9VDJT8IFEZ7BVYOIX6M3/unsplash-image-ECxwQjLRwLA.jpg Selling - Selling: Don’t run away from risk - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/how-smart-are-your-reference-prices monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/4b22df36-b088-4393-933e-eb242c0ce20d/Reference+pricing.jpg Selling - Selling: How smart are your reference prices? - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/selling/category/Selling monthly 0.5 https://www.comskicom.com/sales-management-blogs daily 0.75 2025-01-12 https://www.comskicom.com/sales-management-blogs/sales-management-i-dont-have-a-team-but-a-zoo monthly 0.5 2025-02-10 https://www.comskicom.com/sales-management-blogs/sales-management-often-the-early-bird-really-does-get-the-worm monthly 0.5 2024-01-03 https://www.comskicom.com/sales-management-blogs/sales-managementwhy-are-my-sales-people-so-stupid monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/39cdcf92-28c6-415c-b6b6-938f12bf1621/alignment.jpeg Sales management - Sales management: Why are my sales people so stupid! - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/sales-management-blogs/sales-management-leaders-look-yourself-in-the-mirror monthly 0.5 2023-03-10 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/764caa6d-76b4-4bc8-bc54-43f4f2fc733a/Mirror.png Sales management - Sales management: Leaders look yourself in the mirror! - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/sales-management-blogs/sales-management-its-not-easy-being-caught-in-the-middle monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/e1307bf1-b4d7-4ceb-a696-aa61ae0a9cc4/SMART.jpg Sales management - Sales management: Its not easy being caught in the middle - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/sales-management-blogs/sales-management-how-can-i-improve-my-revenue-forecasting monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/ff725fd5-bf03-4cdb-928f-76e4e9d6f7ba/prob+curves.png Sales management - Sales Management: How can I improve my revenue forecasting? - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/sales-management-blogs/category/Sales+Management monthly 0.5 https://www.comskicom.com/strategy daily 0.75 2025-01-12 https://www.comskicom.com/strategy/strategy-where-do-your-responsibilities-lie monthly 0.5 2025-01-12 https://www.comskicom.com/strategy/strategy-has-your-company-outgrown-you monthly 0.5 2024-02-20 https://www.comskicom.com/strategy/strategy-dont-mention-the-e-word monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/37779fb9-b27f-458c-b9e0-82267f38df7c/exit+sign.jpeg Strategy - Strategy: Don’t mention the E word - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/strategy/strategy-for-smes-its-all-about-growthor-is-it monthly 0.5 2024-01-03 https://www.comskicom.com/strategy/strategy-ive-got-a-sales-strategyso-i-dont-need-a-corporate-plan-part2 monthly 0.5 2024-01-03 https://www.comskicom.com/strategy/strategy-i-dont-need-a-sales-strategyive-a-business-plan-part-1 monthly 0.5 2024-01-03 https://www.comskicom.com/strategy/strategy-corporate-integration-easy-right monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/b4b74bc1-879c-40b3-ba7c-4d3da53a77f5/Winners.jpg Strategy - Strategy: Corporate integration -easy right? - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/strategy/weve-been-acquired-great-newsor-is-it monthly 0.5 2024-01-03 https://www.comskicom.com/strategy/category/Strategy monthly 0.5 https://www.comskicom.com/training-and-coaching daily 0.75 2025-01-12 https://www.comskicom.com/training-and-coaching/coaching-how-are-you-wired monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/cd8e1293-e20e-4cfa-af3a-346f3b1b4f79/Big_Little+picture.png Training & coaching - Coaching: How are you wired? - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/training-and-coaching/coaching-the-golden-circle monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/5b0ea173-df2d-4a37-ab8c-a9d40f740124/Golden+Circle.jpg Training & coaching - Coaching the Golden Circle - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/training-and-coaching/category/Coaching monthly 0.5 https://www.comskicom.com/buying daily 0.75 2025-01-12 https://www.comskicom.com/buying/buying-my-challenge-to-pick-the-right-suppliers-without-being-taken-advantage-of monthly 0.5 2024-01-03 https://www.comskicom.com/buying/buying-look-after-the-pennies-and-the-pounds-willfly-away monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/4f107201-532d-4adc-809c-d3ac8df23a08/look+after+the+pennies.jpg Buying - Buying: Look after the pennies and the pounds will….fly away - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/buying/what-have-the-romans-ever-done-for-us-part-2 monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/aab9a1c6-ac1e-4959-8932-93ac9ad9666d/Supplier+selection.jpg Buying - Buying: Supplier selection (part 2)-What have the Romans ever done for us? https://www.comskicom.com/buying/dont-go-choosing-the-wrong-supplier monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/16bf1d46-cc95-43b0-9793-91609eaa8aaf/choosing+a+supplier.png Buying - Buying: Supplier selection (part 1)-Dont go choosing the wrong supplier - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/buying/category/Buying monthly 0.5 https://www.comskicom.com/investing daily 0.75 2025-01-12 https://www.comskicom.com/investing/investors-do-you-have-a-champion-in-your-stable monthly 0.5 2024-01-03 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/6464e622-8c47-4d47-9f7c-4441c7538a16/Investor+commercial+skills.png Investing - Investing -Do you have a champion in your stable? - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.comskicom.com/investing/category/Investing monthly 0.5 https://www.comskicom.com/home daily 1.0 2026-06-08 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/1604426591861-ZY06N54QEGAHFF30M1GM/image-asset.jpeg Home Giving you the right level of support. When you need it and how you need it. ComSkiCom specialises in the commercial aspects of business, and can provide you with a range of support. For younger companies we can help you understand and plan for what lies ahead, helping you build a Commercial Strategy that fits your needs. For larger companies we can help you build stronger teams through coaching and training. https://www.comskicom.com/about daily 0.75 2026-06-08 https://images.squarespace-cdn.com/content/v1/5ec321c2af33de48734cc929/1618497259178-6XJGK9GR6YAVBQL5L519/20140301_Trade-151_012-2.jpg About https://images.squarespace-cdn.com/content/v1/5ec321c2af33de48734cc929/1607694583486-2PQT0LQ193RL7MCB6DX4/20140228_Trade+151_0046.jpg About https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/4c861df3-4da2-4750-93df-9b179a1553b0/Supplier+collaboration.png About - Developing more mature contracts Many business interactions are unnecessarily conflictual, and focus on failure instead of encouraging success. We work with both buyers and sellers to help build constructive working relationships. https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/00af47b3-6cd4-4ae0-83e0-a653f3d0e3bb/Business+alignment.png About - Commercial alignment-the missing step that matters Whether you are building a procurement strategy, training program, or a sales strategy, aligning your efforts with your commercial goals is the vital step that is often over-looked. We work with our customers to help them complete this critical part of the process. https://www.comskicom.com/learning-short-stories daily 0.75 2026-04-28 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/64a9367c-4487-4633-9ee7-bbeb7cf7a9a3/Selling_is_more_Final_2_%281%29-Front+cover.jpg https://www.comskicom.com/team daily 0.75 2026-04-28 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/5144a352-6f8a-48f7-a62f-311e822deda0/IMG_0014.JPG Team - FOUNDER Merrick Walford Merrick has spent his career in the Oil& Gas industry, most of which was with Schlumberger. During his 40 year career he has worked both offshore as well as in several management and commercial roles, culminating in setting up and running one of two global Commercial Centres based in Romania. Before leaving Schlumberger he was an active member of the Sales and Commercial training group specialising in the commercial aspects of Integration, commercial risk as well as sales management and Coaching. He brings this experience to his consultancy along with the desire to raise the overall level of commercial interactions between buyers and sellers. He has recently published his first ‘Learning Story’ entitled Selling is more than Sales LinkedIn https://www.comskicom.com/contact daily 0.75 2022-08-31 https://www.comskicom.com/ourtools daily 0.75 2023-11-06 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/62fc590a-1fb8-49c5-81ee-068600298259/What-is-Buyers-Remorse-image-.jpg Our services hand-drawn armchair icon https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/51ac5750-1879-4782-adc7-245e7354f36c/3a816061e10bc75dcb0091bc1f7f3c12.jpg Our services hand-drawn empty pill bottle icon https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/20b73b72-dfce-4dab-9df7-d1ebed0b4003/Sales+strategy.jfif Our services hand-drawn simplified needles in back acupuncture icon https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/a5fe16c0-7e79-4b6c-aba4-6cdab51c1167/Mergers%26Acquisition.jfif Our services hand-drawn aim target icon https://www.comskicom.com/our-approach daily 0.75 2025-01-13