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
No sales plan survives first contact with the customer
Military leaders have long recognised the importance of planning. But they have also recognised that it is the act of planning, rather than the plan … [Read more...] about No sales plan survives first contact with the customer
The sales methodology that outperforms all others
Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, … [Read more...] about The sales methodology that outperforms all others
