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
Is your sales pipeline full of fatbergs?
The sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs are formed by … [Read more...] about Is your sales pipeline full of fatbergs?
Selling incremental improvement isn’t enough!
If you’re involved in complex B2B sales, and if what you are selling is anything other than an absolute “must buy” necessity, then … [Read more...] about Selling incremental improvement isn’t enough!
Account Based Everything: a foundation for partnership
Account-Based Marketing (and its all-embracing cousin “Account Based Everything”) has been touted by its promoters as a miracle cure … [Read more...] about Account Based Everything: a foundation for partnership
The 3* sales pipeline coverage myth
I’m no great fan of averages, and I’m no great fan of unsupported rules of thumb, either. Perhaps the best (or worst, depending on your … [Read more...] about The 3* sales pipeline coverage myth
