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
If you really want to shorten your sales cycle, slow down!
If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of opportunities that … [Read more...] about If you really want to shorten your sales cycle, slow down!
Successful Selling = Intelligent Choices, not Fixed Formulas
I’ve just spent a few minutes completing the annual survey from one of the world’s most widely respected sales training organisations. Of … [Read more...] about Successful Selling = Intelligent Choices, not Fixed Formulas
