Complex B2B sales are usually characterised by lengthy, high-value buying decisions that involve multiple stakeholders and frequently end in a decision to do nothing and stick with the status quo. But that doesn’t mean they have to be complicated - far from it. ...
Predicting close dates is one of the most challenging aspects of accurate forecasting in complex sales environments. It’s ...
You’ve been invited to a friend’s long-anticipated party. But something delays you along the way, and you arrive late - long ...
One of the critical questions that every expansion-phase B2B focused company needs to consider is “what’s the most ...
What happens if you’re competing against a much less advanced solution from a company with a much better established ...
Regular readers will recall that I am no great fan of the default approach taken by so many CRM vendors, in which individual ...
Many sales people seem to have an abiding fear of hearing the word “no”. As a result, they go to often-extraordinary lengths ...
It’s awfully hard for many sales people to resist the “itch to pitch” when they come across a prospect that seems a perfect ...
I’ve come to believe that it’s essential to separate B2B sales opportunities into two categories: in the first group (let’s ...
I hope that you enjoyed the holiday season, and are returning to work re-energised and determined to achieve some ambitious ...
