What’s the single most important stage in any complex B2B sales process? Is it the “close”? The commercial negotiation? The delivery of the proposal? The product evaluation? The solution demonstration? The credentials presentation? Depending on what we are selling and who ...
Most B2B-focused sales people have been taught that it’s more effective to promote the projected “benefits” of their ...
An uninformed and superficial review of the principles of “challenger®️ selling” might lead some people to conclude that it ...
One of the primary benefits of a traditional university education used to be, as well as educating you in one or a number of ...
Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either ...
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 ...
