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
How does your CRM manage different opportunity types?
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
