It’s probably no exaggeration to suggest that B2B selling is facing a crisis of confidence. I hear it all the time from new clients. Sales organisations are finding that it is harder than ever to get that all important first fully engaged customer conversation started – and ...
With over a million copies sold, Geoffrey Moore’s “Crossing the Chasm” guide to marketing and selling disruptive products to ...
If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity ...
Whenever a potential client tells me that they believe their sales people have a “closing” problem, I can be pretty ...
I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the ...
Today’s B2B buyers are wrestling with potentially risky decisions and often-confusing options. We shouldn’t be surprised if ...
It would be hard to argue against the idea that we’re living in an age of analytics. For many large organisations selling to ...
When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss ...
Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a ...
Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often ...
