When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating conversations with their … [Read more...] about The most important thing a proposal needs to sell
Selling against the status quo
You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying journeys end with the … [Read more...] about Selling against the status quo
RFPs: how to avoid being column fodder
The term “cannon fodder” is used as a somewhat dismissive description for soldiers who were regarded by their generals as expendable and … [Read more...] about RFPs: how to avoid being column fodder
Spotlight on Strategic Selling
In this, the second of my series of articles for the International Journal of Sales Transformation on today’s leading sales methodologies, I … [Read more...] about Spotlight on Strategic Selling
Helping your customer make sense of complexity
Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of information - often inconsistent, … [Read more...] about Helping your customer make sense of complexity
A fresh perspective on the Challenger Sale research
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. … [Read more...] about A fresh perspective on the Challenger Sale research
