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    Blog Category // Value Gap

    Answering your customer’s three critical questions

    In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to ...

    Stretching your customer's value gap

    Whenever your customer sees little meaningful difference between their current situation and their future potential, they ...

    Selling against the status quo

    You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying ...

    Podcast: The Foundations of Sales Effectiveness

    I recently recorded a second wide-ranging podcast on the foundations of sales effectiveness with Michael Webb of Sales ...

    The Persuasive Power of a Mutual Success Plan

    As Gartner and others have frequently pointed out, B2B buying decisions are often complicated. If the problem to be solved ...

    Over 40% of projects are ad-hoc: another nail in the coffin of BANT

    It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales ...

    Our prospects are qualifying us, too...

    Just as the discovery process is best thought of (and most effective) as a two-way exercise, so is the closely-related ...

    Why your salespeople should never do product demonstrations

    I imagine we’ve all sat through at least one of these at some stage of our careers: a software demonstration that is nothing ...

    Establishing (& amplifying) our customer’s value gap

    If we boil it down to the basics, there is one over-riding reason why our customers accept the need for change rather than ...

    Are your sales people suffering from value vagueness?

    Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the ...