Qualifying with IMPACCT

Latest on-demand webinar: The What, Why and How of Outcome-Centric Selling

The Outcome-Centric Selling Blog

Asking the Right Questions (and more)

Navigating the transition from salesperson to sales manager

Selling to today’s real decision-makers

What are tomorrow’s most important sales competencies?

Exploring the Art and Science of Complex Sales

B2B Sales Leadership and CRM

Why it’s time to stop selling 'solutions' - and start delivering outcomes

The four pillars of a powerful customer value proposition

Why should salespeople bother preparing for their customer interactions?

2 things we always need to know about every sales opportunity

Developing the potential of talented salespeople

Hiring salespeople with talent

Gartner: Building a high-performing sales team is now harder than ever!

B2B Buyers: from Fear of Missing Out to Fear of Messing Up

Top sellers are storytellers

Answering every new customer's 4 key questions

How can anyone sell value without values?

The changing face of value in B2B sales

Coaching - the critical sales management skill?

The What, Why and How of Outcome-Centric Selling®

What should B2B sales leaders be prioritising in 2022?

Why a generic “unique selling proposition” isn’t enough...

What are Priority Issue Profiles - and why do you need them?

The critical role of trust in sales

Identifying, engaging, and assessing our stakeholders

Webinar: Three Gaps and a Bridge

Establishing the foundations of a coaching culture

Is it time to stop allowing the Covid excuse?

Are your salespeople three whys men (and women)?

Latest webinar: the essentials of sales opportunity qualification

Why your customers want to buy is as important as what they want to buy

The future of B2B selling is collaborative

The law of averages does not apply to complex B2B sales

Supercharging our sales conversations

Exploding the 3* sales pipeline coverage myth

Ditching the 'Itch to Pitch'

Refining our customer’s value story

Profit derives from usage - not initial purchase

The Secrets of Sales Innovators

Contrast is critical to B2B sales success

The key issues for B2B sales leaders in 2021

“Why are you still working that deal?”

Advance or disqualify!

Why being liked should never be your primary motivation

Has role specialisation in B2B selling gone too far?

A New Year Resolution: eliminating wasteful sales behaviours

Creating collective value through customised value

Why do so many trials end up as tribulations?

What’s your customer’s unique value story?

Your customers don’t care about your so-called “solutions”

A brief history of sales opportunity qualification

Why it’s time to focus on outcomes

Today’s 3 Frontline Sales Management Priorities

Mutual Success Plans: A Collaborative Approach

The status quo isn’t what it used to be…

Never let a good crisis go to waste

The importance of speed-to-outcome

Answering your customer’s three critical questions

A New Normal - or a Better Normal?

What's Your Customer-Specific Differentiating Value?

Is your 'coach' a mobiliser or an immobiliser?

Should we be selling 'solutions' or outcomes?

This is why (some) B2B customers are still buying in the current climate...

Sales Enablement - a case of promise unfulfilled?

10 Reasons Why Coaching Remote Sales Teams Today is Non-Negotiable

Reprioritising your target accounts

Keeping your sales pipeline flowing

Establishing Value in Challenging Times

STOP Killing Deals! (book review)

Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?

Why Closing Gambits Don’t Work on Large Sales

'Why do we have to spend this money now?'

When the Status Quo isn’t the Status Quo Anymore

Getting the right people on your sales bus

Discounting is a sure sign of sales failure

Stretching your customer's value gap

Understanding your customer's decision journey

Understanding B2B Buying Behaviour

Avoiding the Value-Added Trap

Sales people need to act like personal trainers, not bartenders

Assumptions kill opportunities

The why, how, what and who of sales checklists

Sales perfection is impossible!

Please tell me something I don’t already know

The most important thing a proposal needs to sell

Selling against the status quo

RFPs: how to avoid being column fodder

Spotlight on Strategic Selling

Helping your customer make sense of complexity

A fresh perspective on the Challenger Sale research

Who are your ideal customers?

Why are so many CRM implementations still failing?

How likely is your customer to take action?

Spotlight on Sandler

How does your CRM manage different opportunity types?

Video: 3 Key Sales Questions Every CEO Should be Able to Answer

Video: Key Challenges Facing B2B Sales People

Podcast: The Foundations of Sales Effectiveness

Up-front agreements: the key to having productive customer conversations

Stop striving for sales perfection!

What is your Customer’s Minimum Viable Problem?

Podcast: The Art, Science + Engineering of Sales Management

A tale of greed - and reckless disregard for the customer experience [updated]

Why you need a Vision Story and a Value Story

The Persuasive Power of a Mutual Success Plan

Is your differentiation based on features or outcomes?

Hope is not a strategy - and ignorance is no excuse

Sales Opportunity Qualification or Qualifiction?

Familiar vs. Unfamiliar Purchases

Understanding Your Customer's Decision Journey

A Progressive Approach to Sales Opportunity Qualification [that isn't BANT]

Over 40% of projects are ad-hoc: another nail in the coffin of BANT

From Sales Process to Buying Journey

If you really want to shorten your sales cycle, slow down!

Successful Selling = Intelligent Choices, not Fixed Formulas

No sales plan survives first contact with the customer

The sales methodology that outperforms all others

Is your sales pipeline full of fatbergs?

Selling incremental improvement isn’t enough!

Account Based Everything: a foundation for partnership

The 3* sales pipeline coverage myth

Why your pipeline doesn’t need any sales stages

The illusion of the expert buyer

When your customers DO want to speak to a sales person

The keys to engaging our stakeholders

Why early engagement is critical to sales success

Sales pipeline management: let’s stop confusing progress with probability

8 steps to positioning your strategic business value

Targeting your most valuable sales opportunities

Avoiding death by stovepipes [guest post]

4 key factors influencing B2B buying behaviour

Sales enablement and the performance gap

Is your BDRs' outreach pertinent or impertinent?

The non-linear world of B2B buying

In complex B2B sales, stakeholders have more than one dimension

Responding to, Reframing or Creating Sales Opportunities?

Avoiding the curse of premature elaboration

The 7 storytelling secrets of successful salespeople

The Problem with Account Plans...

Asking good questions isn’t enough...

Of course it matters whether you won or lost...

B2B Sales: Contrast Drives Change

B2B sales: six steps to value

B2B sales: what should we be measuring?

3 fundamental goals of sales leadership

14 critical activities every sales person needs to master

Our prospects are qualifying us, too...

Opportunity Coaching for Fun and Profit

Why our sales discovery process must always be two-way

Why your salespeople should never do product demonstrations

Is this the most counterproductive sales metric?

Is sales “process” really the right metaphor?

How do you create value for your customers?

Is scope creep suffocating your opportunities?

12 key sales qualifiers

We’re NOT Average

Shaping our customer's "why"...

Starting with “Why”

Is your thought leadership really “thought followership”?

Why should your customers migrate to your new solution?

In search of the perfect sale...

The compelling case for hastening slowly

Establishing (& amplifying) our customer’s value gap

Are your sales people suffering from value vagueness?

The many dimensions of diversity in B2B sales

Sales training: should we emphasise technique or thinking?

The issue with generic "unique value propositions"

The sorry state of sales due diligence

Discovery - the foundation of B2B sales success

Are your sales people leading with gain or pain?

Targeting prospects who are “trying but struggling”

Encouraging our sales people to think...

Are you selling "me-too" or "breakthrough"?

Situational awareness - a critical factor in B2B sales

Decoding your prospect's buying decision mode

Guest Article: Sales Process or Sales Methodology?

Harnessing the power of hindsight...

Creating a new axis for SPIN® Selling

Self-awareness and self-honesty in complex B2B sales

We need to collectively develop sales competencies!

Where is your prospect in their buying journey?

10 of the best from 2017...

12 keys to value selling success for 2018

Critical to B2B sales success - stakeholder assessments

Why having a budget isn’t always a positive qualifier …

Thinking about what could go wrong…

Book review: Digital Sales Transformation

The Enduring Relevance of "Crossing the Chasm"

Opportunity qualification is a continuous process

Why little commitments can be better than big closes

Revisiting the Buyers Journey

Sell the Difference!

Selling in the Age of Analytics

Contrast drives change

Drilling into the need beyond the need

Stop confusing “objections” with concerns

Transforming the future by reflecting on the past

Are your sales people hitting the accelerator too hard?

4 things you need to know about B2B buying decisions

Who is our Primary Project Sponsor?