It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although rigidly defined processes might be the best way of running a manufacturing production line, they completely fail to reflect the realityof any moderately ...
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 ...
I’ve had the opportunity to sit in on a number of QBRs with my clients, and as an outside observer I’m struck by how common ...
When Harvard Medical School Professor (and BBC Reith Lecturer) Atul Gawande published his “Checklist Manifesto” nearly 10 ...
There are so many potential variables and unknowns in any complex B2B sales environment that the idea of running a ...
Corporate Visions recently hosted a webinar on how to gain access to business executives. Their findings were based on a ...
When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ...
You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying ...
