Sales opportunities can go so wrong in so many different ways. Sometimes, they go wrong due to events or circumstances that were genuinely unpredictable or completely beyond our control. Sometimes (more often than some sales people might care to admit) they go wrong because ...
Like many people of my generation, I was brought up on SPIN® Selling. It’s a little chastening to reflect on the fact that ...
Other than an appropriate level of product knowledge, what are the key attributes of a good B2B sales person? Interpersonal ...
I’m not sure that what you might describe as the “traditional” approach to sales skills development - sending sales people ...
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales ...
As you reflect on 2017, and as your thoughts turn to what you seek to achieve for yourself and for your organisation in ...
If you’re like most of the B2B CEOs or sales leaders we talk to, no matter how well your organisation has done in 2017, ...
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our ...
John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been ...
Let’s face it, many (maybe most) “average” sales people seem to be incorrigible optimists. When assessing their chances of ...
