One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark standard when it comes to sales pipeline management is 3* quota coverage. I’ve struggled to find any original research that justified this - and even if ...
Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business ...
Regular readers will know that I have been evangelising the critical importance of customer-specific value stories for a ...
Business customers have become increasingly used to as-a-service models, rather than outright purchase - and many of them ...
I recently had the pleasure of speaking at length with Jan Ropponen, author of “Secrets of Sales Innovators - how ...
I was pleased to be asked to contribute an article to the latest edition of Top Sales Magazine - a regular source of insight ...
I was very pleased to be invited by the International Journal of Sales Transformation to contribute an article to their ...
In a recent article (Advance or disqualify!), I proposed that salespeople - rather than clinging on to lifeless sales ...
In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant ...
It might seem strange - in a season when we traditionally wish goodwill to all men and women - to take the position that ...
