The now increasingly discredited BANT (Budget, Authority, Need and Timeframe) approach to opportunity qualification discouraged sales people from pursuing opportunities unless there was a clearly defined project with an already established budget. Now, if you’re selling ...
Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which ...
In complex B2B sales environments - particularly ones that involve multiple stakeholders and lengthy and often complicated ...
Many B2B sales and marketing organisations have an unfortunate habit of wasting huge amounts of time and energy pursuing ...
As anyone who has worked with me or read my articles, I am passionate about ensuring that sales and marketing are aligned in ...
In any high-value complex B2B sales environment involving new projects with multiple stakeholders, the buying behaviours and ...
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 ...
