“The Challenger Sale” by Matthew Dixon and Brent Adamson has been one of the most talked-about sales books of the past decade - and has been described by no less an authority than SPIN-Selling author Neil Rackham as “the most important advance in selling for many years”. ...
We all know the problem, because we all suffer from it as consumers: today’s buyers are so bombarded by apparently similar ...
Accurate sales forecasting is a particular challenge in high-value complex sales environments with lengthy sales cycles. ...
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 ...
