There are so many potential variables and unknowns in any complex B2B sales environment that the idea of running a completely perfect sales campaign … [Read more...] about Sales perfection is impossible!
Please tell me something I don’t already know
Corporate Visions recently hosted a webinar on how to gain access to business executives. Their findings were based on a series of realistic … [Read more...] about Please tell me something I don’t already know
The most important thing a proposal needs to sell
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
