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
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
