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 it is for salespeople to make untested assumptions that directly affect the accuracy of their sales forecasts and the outcomes of their sales ...
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 ...
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 ...
