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
Understanding your customer's decision journey
It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although rigidly defined … [Read more...] about Understanding your customer's decision journey
Understanding B2B Buying Behaviour
In any high-value complex B2B sales environments involving new projects with multiple stakeholders, the buying behaviours and motivations that drive … [Read more...] about Understanding B2B Buying Behaviour
