The research team at Objective Management Group (OMG) recentlypublished an important analysisof why so few salespeople earn the trust of today’s B2B buyers. Their assessment data shows that whilst 56% of salespeople are strong in Relationship Building, only 11% are strong ...
The financial services industry spent a decade learning that mis-selling is catastrophically expensive. B2B sales ...
In complex B2B buying environments, the best salespeople don’t just handle objections well when they come up. They encounter ...
A Framework for Value-Creating Sales Conversations In complex B2B sales environments, customers report that fewer than one ...
In my previous article, I outlined the critical distinction between inevitable purchases (where external forces compel the ...
Not all complex B2B purchases are created equal. Yet many B2B sales organisations treat every opportunity the same way, ...
For decades, sales pipelines have been built around the seller’s activities. Familiar stages like discover, qualify, demo, ...
Salespeople are told to “get to the decision-maker.” This is, of course, sensible and obvious advice - but reality is often ...
Why your personal brand is built one conversation at a time This article was first published in Issue 11.4 of the ...
You've invested in training. Your team is (or should be) familiar with SPIN+Cycle questioning frameworks, MEDDPICC+ ...
