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
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
