When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating conversations with their potential customer. The contents should not come as a surprise. The recommendations should reflect an already established set ...
You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying ...
The term “cannon fodder” is used as a somewhat dismissive description for soldiers who were regarded by their generals as ...
In this, the second of my series of articles for the International Journal of Sales Transformation on today’s leading sales ...
Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of ...
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with ...
Most sales organisations - and most of the sales people who work for them - are capable of describing their target market in ...
According to many market analysts, the market for CRM solutions shows no signs of slowing down. It’s increasingly rare to ...
One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably ...
I’ve been commissioned by the International Journal of Sales Transformation to write a series of articles comparing and ...
