You've invested in training. Your team is (or should be) familiar with SPIN+Cycle questioning frameworks, MEDDPICC+ qualification criteria, and the … [Read more...] about Does Your Team Really Have the “Will to Sell”?
Sales Leaders: Stop Optimising for Activity and Start Optimising for Outcomes
Far too many sales organisations are still measuring what's easy to measure, rather than what actually matters. Call volumes, email touches, meeting … [Read more...] about Sales Leaders: Stop Optimising for Activity and Start Optimising for Outcomes
From Close Plans to Mutual Success Plans: Elevating B2B Sales Outcomes
Find out why Mutual Success Plans are far more effective than "close plans" by registering for my webinar with the Institute of Sales Professionals on … [Read more...] about From Close Plans to Mutual Success Plans: Elevating B2B Sales Outcomes
Why the Future of B2B Selling Must Be Situationally Adaptive
For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one best way” to sell. Whether … [Read more...] about Why the Future of B2B Selling Must Be Situationally Adaptive
Could This be Your Most Valuable Sales Tool?
If you (or your salespeople) are involved in complex B2B sales, then there is one particularly valuable sales tool that must be applied to every … [Read more...] about Could This be Your Most Valuable Sales Tool?
Business Case is More Important Than Budget
In sales organizations that still use BANT as their primary qualification framework, salespeople are encouraged to primarily qualify sales … [Read more...] about Business Case is More Important Than Budget
