The financial services industry spent a decade learning that mis-selling is catastrophically expensive. B2B sales organisations are about to learn the … [Read more...] about Why It’s Time to Redefine Mis-Selling
Most Objections Are a Symptom, Not the Problem
In complex B2B buying environments, the best salespeople don’t just handle objections well when they come up. They encounter them far less often than … [Read more...] about Most Objections Are a Symptom, Not the Problem
Making Every Conversation Count
A Framework for Value-Creating Sales Conversations In complex B2B sales environments, customers report that fewer than one in five conversations with … [Read more...] about Making Every Conversation Count
How to Sell When Buyers Must Act – and How to Sell When They Don’t Have To
In my previous article, I outlined the critical distinction between inevitable purchases (where external forces compel the customer to act) and … [Read more...] about How to Sell When Buyers Must Act – and How to Sell When They Don’t Have To
The Two Buying Journeys Every B2B Sales Leader Must Understand
Not all complex B2B purchases are created equal. Yet many B2B sales organisations treat every opportunity the same way, applying a single methodology … [Read more...] about The Two Buying Journeys Every B2B Sales Leader Must Understand
Rethinking the Sales Pipeline: From Seller Stages to Buyer Journeys
For decades, sales pipelines have been built around the seller’s activities. Familiar stages like discover, qualify, demo, propose, negotiate, close … [Read more...] about Rethinking the Sales Pipeline: From Seller Stages to Buyer Journeys
