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    Why the Future of B2B Selling Must Be Situationally Adaptive

    Why the Future of B2B Selling Must Be Situationally Adaptive

    For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one best way” to sell. Whether SPIN, Challenger, Value Selling, Sandler, Miller-Heiman, MEDDPICC or many other approaches, each has claimed to provide the ...

    Could This be Your Most Valuable Sales Tool?

    If you (or your salespeople) are involved in complex B2B sales, then there is one particularly valuable sales tool that must ...

    Business Case is More Important Than Budget

    In sales organizations that still use BANT as their primary qualification framework, salespeople are encouraged to primarily ...

    The vital relationship between Well-Being, Motivation, and Retention in Modern Sales

    In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through ...

    Getting the Right Salespeople in the Right Seats on the Right Bus – In 2025

    More than two decades ago - in “Good to Great” - Jim Collins spoke about getting the right people on the bus, in the right ...

    No Fit, No Deal: Why ICP Fit Must be the First Thing You Qualify in Complex B2B Sales

    By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently ...

    Crafting Compelling, Customer-Specific, Value Propositions

    I imagine most of us have probably heard the term “value proposition”. It’s widely used in B2C marketing. But how does the ...

    The Sales Manager’s Competitive Edge - Why Coaching Matters in Complex B2B Sales

    In the high-pressure world of complex B2B sales, frontline sales managers often find themselves pulled in multiple ...

    4 critical questions for B2B sales: Why Change > Why Now > Why You > Why Trust?

    Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ...

    Making a Career of Sales

    As many readers of this blog will surely agree, there is no doubt that sales can be an excellent and satisfying career, and ...