Many of the clients I’ve been working with over the past few months have been attempting to implement some form of account planning. Far fewer seem to be happy with the current outcomes. The symptoms of an ineffective account planning process aren’t hard to identify. Sales ...
Most traditional sales methodologies stress the importance of asking good questions, and there’s no doubt that the ability ...
You’ve probably heard some variation of the saying “it matters not whether you won or lost, but how you played the game”. ...
Many analysts claim - and many sales people would agree - that today’s most powerful competitor is not another similar ...
One of the biggest frustrations for today’s sales leaders is their sales peoples’ apparent inability to connect the business ...
If we’re in sales, there are two obvious monetary measures of our success: revenue and margin. Revenue is particularly ...
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 ...
