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
Why your pipeline doesn’t need any sales stages
This is a subject I’ve referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that deserves far more … [Read more...] about Why your pipeline doesn’t need any sales stages
The illusion of the expert buyer
One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been … [Read more...] about The illusion of the expert buyer
When your customers DO want to speak to a sales person
There’s been a great deal of comment – often from people and organisations who frankly should know better – about how today’s … [Read more...] about When your customers DO want to speak to a sales person
