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
Who are your ideal customers?
Most sales organisations - and most of the sales people who work for them - are capable of describing their target market in broad demographic terms. … [Read more...] about Who are your ideal customers?
Why are so many CRM implementations still failing?
According to many market analysts, the market for CRM solutions shows no signs of slowing down. It’s increasingly rare to find established sales … [Read more...] about Why are so many CRM implementations still failing?
How likely is your customer to take action?
One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably going to buy something, and … [Read more...] about How likely is your customer to take action?
Spotlight on Sandler
I’ve been commissioned by the International Journal of Sales Transformation to write a series of articles comparing and contrasting … [Read more...] about Spotlight on Sandler
