The philosopher and essayist George Santayana is perhaps best remembered for the aphorism “Those who cannot remember the past are condemned to repeat it.” Remembering the past is, of course, important - but memories alone are not going to help us achieve a better future ...
There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...
If you think it’s hard to sell, you might want to spare a thought for your potential customers: depending on which research ...
It’s in the nature of complex B2B sales that the buying decision process is likely to be complicated, with multiple ...
Most high-value complex sales require that we engage with multiple stakeholders at different levels in the customer. If we ...
I first published this a few years back. I'm convinced it's just as relevant now - maybe even more so. What do you think? ...
Note: I updated this article after first publication to acknowledge the existence of "budget fakers" in addition to budget ...
Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger®, Solution Selling, Consultative ...
One of the key principles of value selling is that unless and until our customer acknowledges a problem that requires ...
As a recent McKinsey article points out, as much as half of a company’s value creation rests with its sales force. Their ...
