The best sales people and the best content marketers are often great storytellers. They have the ability to craft compelling narratives that persuade their potential customers to want to buy. But can the same story architecture work at both the macro (market-wide vision) ...
As Gartner and others have frequently pointed out, B2B buying decisions are often complicated. If the problem to be solved ...
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 ...
