This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B sales opportunities has come a long way since IBM came up with BANT (Budget, Authority, Need and Timeframe) in the 1960s - the age of the mainframes. But ...
As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong ...
This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the ...
The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in ...
In the previous article in this series on Outcome-Centric Selling® I addressed the importance of researching, targeting, and ...
I have known Dave Brock for ages, and have always enjoyed both his insights and his company. He’s one of the most thoughtful ...
In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting ...
This article was first published in the March 2024 edition of Top Sales World Magazine There’s a clear correlation: great ...
In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting ...
This article was initially published in issue 10.1 of the International Journal of Sales Transformation. I suppose this ...
