If we’re in sales, there are two obvious monetary measures of our success: revenue and margin. Revenue is particularly important for organisations that are primarily concerned with driving top line growth. Margin is particularly important for organisations that are ...
The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least ...
Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent ...
Just as the discovery process is best thought of (and most effective) as a two-way exercise, so is the closely-related ...
My latest contribution has just been published in the June 2018 edition of the always-excellent International Journal of ...
I’ve written before about the critical importance of the discovery process in complex B2B sales. It’s a favourite subject, ...
I imagine we’ve all sat through at least one of these at some stage of our careers: a software demonstration that is nothing ...
If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. ...
The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is ...
With relatively few exceptions, most companies want to be seen to be focused on value, rather than price. You can understand ...
