As Gartner and others have frequently pointed out, B2B buying decisions are often complicated. If the problem to be solved is a new one, rather than a familiar repetitive purchase, the buyer (or, more likely, buying group) may not be completely clear about what they want to ...
It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any ...
Why do apparently promising sales opportunities go wrong so often? Why do close dates speed past, get reset and then repeat ...
Accurate opportunity qualification is perhaps the single most important foundation for success in complex B2B sales ...
Sales consultants often make the distinction between transactional and complex sales. Transactional sales - whatever their ...
It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...
Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and ...
It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales ...
The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been ...
If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of ...
