What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary purpose seems to be to convert every sales person into a superhuman hero capable of leaping customer objections in a single bound. Well, it might sell ...
I want to turn my attention in this article to a pattern I see repeated across a number of the clients that have approached ...
Complex B2B buying decisions are fundamentally exercises in change management and in an increasing number of cases even ...
When it comes to positioning (and getting your message across), most B2B sales organisations face either a crowded or a ...
Even if you’ve managed to focus on the critical issues that matter most to your prospects, profiled and targeted your ideal ...
The idea that complex B2B buying decisions inevitably involve multiple stakeholders is widely acknowledged, even if the ...
One of the biggest challenges for any sales person when qualifying a new potential sales opportunity is judging whether the ...
Companies (and individual sales people) can and often do waste an awful amount of time, money and energy pursuing ...
Our prospective customers will always have many more potential issues than they can possibly afford to address in the short ...
There’s a gratifying amount of attention being paid nowadays to the idea that sales people need to focus on creating genuine ...
