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    Blog Category // Complex Sales

    Exploring the Art and Science of Complex Sales

    I was delighted to be asked to contribute to Membrain’s “The Art & Science of Complex Sales Podcast” with Paul Fuller, ...

    Hiring salespeople with talent

    In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the ...

    Sales people need to act like personal trainers, not bartenders

    In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a ...

    Decoding your prospect's buying decision mode

    Are your prospects Satisfied with the Status Quo, Painting by Numbers, Pursuing a Vision, Busy Going Nowhere or Searching ...

    10 of the best from 2017...

    As you reflect on 2017, and as your thoughts turn to what you seek to achieve for yourself and for your organisation in ...

    The Enduring Relevance of "Crossing the Chasm"

    With over a million copies sold, Geoffrey Moore’s “Crossing the Chasm” guide to marketing and selling disruptive products to ...

    Opportunity qualification is a continuous process

    If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity ...

    Contrast drives change

    When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss ...

    Stop confusing “objections” with concerns

    Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often ...

    Are your sales people hitting the accelerator too hard?

    There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...