By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently convoluted buying journeys and (often) serious competition. Winning usually requires smart thinking, effective execution, and a certain amount of luck. At the ...
I imagine most of us have probably heard the term “value proposition”. It’s widely used in B2C marketing. But how does the ...
In the high-pressure world of complex B2B sales, frontline sales managers often find themselves pulled in multiple ...
Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ...
As many readers of this blog will surely agree, there is no doubt that sales can be an excellent and satisfying career, and ...
There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up ...
Confidence. It's a quality most of us associate with successful salespeople. A confident presence, a persuasive tone, a ...
You might hope that your prospects need to buy your so-called “solutions”. But what they really want to do is to fix an ...
It’s falsely comforting to think of selling as a process in which one step follows logically after another - but this ...
This article was first published in the February 2025 edition of Top Sales Magazine (link below). It’s hard to avoid the ...
