James Muir is the best-selling author of "The Perfect Close" - a book that leverages the latest science to show why applying the old … [Read more...] about Why Closing Gambits Don’t Work on Large Sales
'Why do we have to spend this money now?'
Even before the current crisis, many opportunities that had been confidently forecast by salespeople were failing to close. This was and still is … [Read more...] about 'Why do we have to spend this money now?'
When the Status Quo isn’t the Status Quo Anymore
In most complex B2B sales environments, our most significant and consistent competition typically hasn’t come from another conventional … [Read more...] about When the Status Quo isn’t the Status Quo Anymore
Getting the right people on your sales bus
In his widely acclaimed Good to Great, Jim Collins shows that lastingly great organisations pay particular attention to not only getting the … [Read more...] about Getting the right people on your sales bus
Discounting is a sure sign of sales failure
For many sales organisations, December is both the end of the sales quarter and the end of the sales year. Individual salespeople and entire sales … [Read more...] about Discounting is a sure sign of sales failure
Stretching your customer's value gap
Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick … [Read more...] about Stretching your customer's value gap
