When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an alternative solution, but to the status quo. “Do nothing” is today’s most powerful competitor. It’s become the most common outcome ...
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 ...
The philosopher and essayist George Santayana is perhaps best remembered for the aphorism “Those who cannot remember the ...
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 ...
