James Muir is the best-selling author of "The Perfect Close" - a book that leverages the latest science to show why applying the old counter-productive closing tactics are holding salespeople back. I'm delighted that James has agreed that I can republish the following ...
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 ...
In any high-value complex B2B sales environments involving new projects with multiple stakeholders, the buying behaviours ...
An earlier version of this article was first published in the November 2019 edition of Top Sales Magazine. Every sales ...
In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a ...
