There’s no doubt that our customers and our own sales organisations are facing challenging - many would suggest unprecedented - times. Many purchases that would have seemed routine or inevitable are being deferred or cancelled. Many discretionary projects are being kicked ...
Companies around the world are collectively spending billions of dollars/pounds/euros each year on sales training and ...
There probably isn’t a single industry or organisation that isn’t being affected in some way by covid-19. A few sectors - ...
James Muir is the best-selling author of "The Perfect Close" - a book that leverages the latest science to show why applying ...
Even before the current crisis, many opportunities that had been confidently forecast by salespeople were failing to close. ...
In most complex B2B sales environments, our most significant and consistent competition typically hasn’t come from another ...
In his widely acclaimed Good to Great, Jim Collins shows that lastingly great organisations pay particular attention to not ...
For many sales organisations, December is both the end of the sales quarter and the end of the sales year. Individual ...
Whenever your customer sees little meaningful difference between their current situation and their future potential, they ...
It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...
