Just as the discovery process is best thought of (and most effective) as a two-way exercise, so is the closely-related opportunity qualification process. We can think of qualification as one of the key outcomes of an effective discovery process. Many sales people tend to ...
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 ...
Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening ...
Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ...
Mark Twain is said to have popularised the phrase “There are three kinds of lies: lies, damned lies, and statistics". In an ...
