As Gartner and others have frequently pointed out, B2B buying decisions are often complicated. If the problem to be solved is a new one, rather than a … [Read more...] about The Persuasive Power of a Mutual Action Plan
Is your differentiation based on features or outcomes?
It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any meaningful difference … [Read more...] about Is your differentiation based on features or outcomes?
Hope is not a strategy – and ignorance is no excuse
Why do apparently promising sales opportunities go wrong so often? Why do close dates speed past, get reset and then repeat the cycle? Why do so many … [Read more...] about Hope is not a strategy – and ignorance is no excuse
Sales Opportunity Qualification or Qualifiction?
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
