There’s a gratifying amount of attention being paid nowadays to the idea that sales people need to focus on creating genuine customer value. It’s a concept that sits at the very centre of our own Value Selling System®. And yet I still sense that there’s a lot of ambiguity ...
Let’s face it, most so-called “thought leadership” is actually nothing of the sort. Much of it turns out to be a crude ...
Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same ...
One of the abiding urban myths that misinforms sales pipeline management is the idea that sales people need at least 3* ...
If you were working in the health or social services, or in the nuclear, aerospace, oil, rail and military industries, you ...
Selling has the potential to be an incredibly wasteful exercise. The vast majority of cold calls fail to establish any ...
If you, like me, have spent the majority of your working life in the technology sector, you’ve probably sat through more ...
We’re rapidly approaching the end of the year, and barring the occasional miracle, it’s probably already pretty clear how ...
One of the biggest challenges to the accuracy of any sales forecasting system lies in accurately predicting the close date. ...
If my recent experience is anything to go by, sales playbooks have overtaken sales analytics as 2017's "must do" sales ...
