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
Sales perfection is impossible!
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
