Do you wish that your sales people were better at closing? Or that their sales forecasts were more accurate? Are you frustrated that apparently well-qualified opportunities end up with the prospect deciding to do nothing? If so, you’re not alone. I hear these complaints all ...
Joel Kurtzman, editor-in-chief of the Booz Allen Hamilton magazine Strategy & Business first coined the term “thought ...
It’s bad enough when, after a long, complex and resource-intensive sales campaign, you end up losing to the competition. But ...
Home improvement sales people are not known for their intelligence, but the Anglian Windows sales person who just knocked on ...
Every salesperson longs to find a champion within their prospect who is prepared to recommend the vendor’s solution to their ...
I recently suggested that seeking to achieve “customer delight” may be a misguided and ultimately unprofitable strategy for ...
I was delighted to be asked by the folks at InsightSquared to contribute to their series of "expert interviews" on key ...
Virtually every company I speak to wishes they could do a more accurate job of forecasting sales revenues. The issue is ...
Call me old fashioned if you will, but when someone I have never met phones me out of the blue and can’t think of anything ...
There’s a huge difference between a healthy sales pipeline and a rotten one. It’s long been a hobby horse of mine, and ...
