In any high-value complex B2B sales environment involving new projects with multiple stakeholders, the buying behaviours and motivations that drive your customer’s decision-making journey are inherently complicated and may be impossible for the average sales person to ever ...
The primary goal of sales enablement must surely be to increase sales effectiveness by progressively reducing the ...
If you are in a role that tends to attract the attention of other vendors’ business development people, you’ve probably had ...
It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...
In complex B2B sales, there’s a common recognition that multiple stakeholders are almost always involved in the ...
Jim Burns of Avitage drew the distinction between finding versus creating sales opportunities in an article on LinkedIn a ...
Apparently, someone once offered a definition for the split second as “the time between a customer giving the merest hint ...
I’ve long believed that top sellers are storytellers. They are able to call upon a rich fund of relevant anecdotes that they ...
Many of the clients I’ve been working with over the past few months have been attempting to implement some form of account ...
Most traditional sales methodologies stress the importance of asking good questions, and there’s no doubt that the ability ...
