Most high-value complex sales require that we engage with multiple stakeholders at different levels in the customer. If we start at with a contact at the operational level, even if we successfully sell them on the need for action and the advantages of our solution, they ...
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 ...
Inflexion-Point has just announced a partnership with Membrain to incorporate our Value Selling System® methodology into ...
According to research conducted by SiriusDecisions, the #1 sales effectiveness challenge facing today’s B2B sales leaders ...
When I was running my own sales organisations rather than coaching others, I used to get incredibly frustrated with sales ...
The precise proportions vary a little depending on what researcher you listen to, but the general conclusion is remarkably ...
