If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity qualification as a one-off exercise. You need to think of it as an ongoing process, in which you continually accumulate new learning as well as regularly ...
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 ...
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 ...
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 ...
