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
The why, how, what and who of sales checklists
When Harvard Medical School Professor (and BBC Reith Lecturer) Atul Gawande published his “Checklist Manifesto” nearly 10 years ago, it … [Read more...] about The why, how, what and who of sales checklists
