Accurate opportunity qualification is perhaps the single most important foundation for success in complex B2B sales environments. In the absence of an … [Read more...] about Sales Opportunity Qualification or Qualifiction?
Familiar vs. Unfamiliar Purchases
Sales consultants often make the distinction between transactional and complex sales. Transactional sales - whatever their value - tend to have a … [Read more...] about Familiar vs. Unfamiliar Purchases
Understanding Your Customer's Decision Journey
It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although rigidly defined … [Read more...] about Understanding Your Customer's Decision Journey
A Progressive Approach to Sales Opportunity Qualification [that isn't BANT]
Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to … [Read more...] about A Progressive Approach to Sales Opportunity Qualification [that isn't BANT]
Over 40% of projects are ad-hoc: another nail in the coffin of BANT
It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are … [Read more...] about Over 40% of projects are ad-hoc: another nail in the coffin of BANT
From Sales Process to Buying Journey
The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted … [Read more...] about From Sales Process to Buying Journey
