In my last article, I suggested that sales leaders should ask where the handoffs in their sales process are diluting the outcome story their buyer needs to hear. This is my attempt to answer that question, and it starts with an idea from theMcKinsey Quarterly articlethat ...
Arecent article in McKinsey Quarterlymakes an uncomfortable observation about enterprise AI. In McKinsey's 2026 state of AI ...
With Halloween coming up this weekend, it’s a good time to count the ghosts and zombies in your pipeline and (even worse) ...
The research team at Objective Management Group (OMG) recentlypublished an important analysisof why so few salespeople earn ...
The financial services industry spent a decade learning that mis-selling is catastrophically expensive. B2B sales ...
In complex B2B buying environments, the best salespeople don’t just handle objections well when they come up. They encounter ...
A Framework for Value-Creating Sales Conversations In complex B2B sales environments, customers report that fewer than one ...
In my previous article, I outlined the critical distinction between inevitable purchases (where external forces compel the ...
Not all complex B2B purchases are created equal. Yet many B2B sales organisations treat every opportunity the same way, ...
For decades, sales pipelines have been built around the seller’s activities. Familiar stages like discover, qualify, demo, ...
