Accurate sales forecasting is a particular challenge in high-value complex sales environments with lengthy sales cycles. Given that we are trying to anticipate the collective decision of a group of decision makers, it’s safe to conclude that perfection is an impossible ...
Most traditional sales methodologies have some element of “selling to power”, and that’s often associated with the C-Suite. ...
CSO Insights’ annual reports have always been a source of much inspiration, and this year is no exception. Their 2016 Sales ...
For many of your potential prospects, most of the time, sticking with the status quo is usually the comfortable choice. It’s ...
Complex B2B sales are usually characterised by lengthy, high-value buying decisions that involve multiple stakeholders and ...
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 ...
