Far too many sales organisations are still measuring what's easy to measure, rather than what actually matters. Call volumes, email touches, meeting counts, pipeline coverage ratios – these activity metrics dominate sales dashboards and CRM reports across many organisations ...
Find out why Mutual Success Plans are far more effective than "close plans" by registering for my webinar with the Institute ...
For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one ...
If you (or your salespeople) are involved in complex B2B sales, then there is one particularly valuable sales tool that must ...
In sales organizations that still use BANT as their primary qualification framework, salespeople are encouraged to primarily ...
In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through ...
More than two decades ago - in “Good to Great” - Jim Collins spoke about getting the right people on the bus, in the right ...
By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently ...
I imagine most of us have probably heard the term “value proposition”. It’s widely used in B2C marketing. But how does the ...
In the high-pressure world of complex B2B sales, frontline sales managers often find themselves pulled in multiple ...
