Companies around the world are collectively spending billions of dollars/pounds/euros each year on sales training and technology, yet all the evidence … [Read more...] about STOP Killing Deals! (book review)
Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?
There probably isn’t a single industry or organisation that isn’t being affected in some way by covid-19. A few sectors - healthcare and … [Read more...] about Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?
Why Closing Gambits Don’t Work on Large Sales
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
