Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either stick with the status quo or choose the cheapest from a set of apparently similar options? Or why even if they do have a preference, the customer is ...
As regular readers will know, I’ve been a long-standing advocate of establishing repeatable sales processes, but please bear ...
Are your prospects Satisfied with the Status Quo, Painting by Numbers, Pursuing a Vision, Busy Going Nowhere or Searching ...
I've had a number of new clients approach me trying to get their heads around the difference between a sales process and a ...
Sales opportunities can go so wrong in so many different ways. Sometimes, they go wrong due to events or circumstances that ...
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 ...
