Many sales people seem to have an abiding fear of hearing the word “no”. As a result, they go to often-extraordinary lengths to avoid asking questions that might cause the prospect to give them a negative answer that will kill the deal. But this desire to avoid negative ...
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 ...
It's the 22nd November, we're well into Q4 and for many organisations - and many B2B sales people - that haven't yet ...
DON'T RESPOND! Unless, of course, you have played a significant role in shaping the prospect’s requirements and the timing ...
The most dangerous competition in B2B sales often comes from an unexpected quarter. I fondly remember working at SCO in ...
According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the ...
It’s coming up to the end of October, and if you’re in high-value, long-decision-cycle, multiple-stakeholder enterprise ...
When organisations talk about their sales process, they are usually thinking in terms of a sequence of sales activities, ...
