In sales organizations that still use BANT as their primary qualification framework, salespeople are encouraged to primarily qualify sales opportunities based on Budget, Authority, Need and Timeframe. BANT may indeed sometimes be an appropriate and sufficient way of looking ...
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 ...
Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ...
As many readers of this blog will surely agree, there is no doubt that sales can be an excellent and satisfying career, and ...
There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up ...
Confidence. It's a quality most of us associate with successful salespeople. A confident presence, a persuasive tone, a ...
