Skip to main content

    Blog Category // Complex Sales (2)

    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 ...

    Who is our Primary Project Sponsor?

    It’s in the nature of complex B2B sales that the buying decision process is likely to be complicated, with multiple ...

    It’s time to reverse engineer our concept of “Thought Leadership”

    Let’s face it, most so-called “thought leadership” is actually nothing of the sort. Much of it turns out to be a crude ...

    In complex B2B sales, you face 3 types of competition

    Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same ...

    Closing the gap between your best sales people and the rest

    Most sales organisations of any significant size suffer from a significant gap between their best and worst performers. If ...

    What if all our candidates are imperfect?

    When it comes to political elections, we’re often faced with imperfect choices. But we can’t defer our decision. We have to ...

    When demographics aren’t enough: how to identify your ideal customers

    Traditional market segmentation is usually based around the core demographic attributes of company size, sector and ...