Why do so many CRM implementations behave as if every sales opportunity was created equal? If your organisation is involved in B2B or transactional … [Read more...] about How does your CRM manage different opportunity types?
Video: 3 Key Sales Questions Every CEO Should be Able to Answer
George Brontén of Membrain is one of the smartest people I know when it comes to the latest trends affecting complex B2B sales. His team have … [Read more...] about Video: 3 Key Sales Questions Every CEO Should be Able to Answer
Video: Key Challenges Facing B2B Sales People
I had the chance to work with The Marketing Practice at a recent event at Worcester College Oxford and one of the by-products was the opportunity to … [Read more...] about Video: Key Challenges Facing B2B Sales People
The Foundations of Sales Effectiveness
I recently recorded a second wide-ranging podcast on the foundations of sales effectiveness with Michael Webb of Sales Performance Consultants … [Read more...] about The Foundations of Sales Effectiveness
Up-front agreements: the key to having productive customer conversations
Business executives often report that they look back on the initial conversations they have with sales people and regard them as a frustrating waste … [Read more...] about Up-front agreements: the key to having productive customer conversations
Stop striving for sales perfection!
Given the inevitable complications and unique considerations involved in any complex sales environment, it’s hard to imagine that we could ever … [Read more...] about Stop striving for sales perfection!
