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
The keys to engaging our stakeholders
Our prospective customers are far more likely to want to engage with us if they believe that they are likely to learn something valuable from us. Most … [Read more...] about The keys to engaging our stakeholders
Why early engagement is critical to sales success
The now increasingly discredited BANT (Budget, Authority, Need and Timeframe) approach to opportunity qualification discouraged sales people from … [Read more...] about Why early engagement is critical to sales success
