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
Avoiding the Value-Added Trap
An earlier version of this article was first published in the November 2019 edition of Top Sales Magazine. Every sales organisation likes to believe … [Read more...] about Avoiding the Value-Added Trap
Sales people need to act like personal trainers, not bartenders
In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great … [Read more...] about Sales people need to act like personal trainers, not bartenders
Assumptions kill opportunities
I’ve had the opportunity to sit in on a number of QBRs with my clients, and as an outside observer I’m struck by how common it is for … [Read more...] about Assumptions kill opportunities
