You might hope that your prospects need to buy your so-called “solutions”. But what they really want to do is to fix an issue, avoid a risk, or … [Read more...] about Do your prospects need painkillers, vaccines, or vitamins?
Understanding your customer’s buying decision journey
It’s falsely comforting to think of selling as a process in which one step follows logically after another - but this completely fails to reflect the … [Read more...] about Understanding your customer’s buying decision journey
Why Facts Matter When Forecasting
This article was first published in the February 2025 edition of Top Sales Magazine (link below). It’s hard to avoid the conclusion that the ability … [Read more...] about Why Facts Matter When Forecasting
What’s more important: our Sales Process, or our Customer’s Buying Journey?
This article was originally published in the January 2025 edition of Top Sales Magazine (link below). Traditional wisdom suggests that following a … [Read more...] about What’s more important: our Sales Process, or our Customer’s Buying Journey?
The Future of Sales Playbooks
This article originally appeared in Top Sales Magazine (link below). Sales playbooks have come a long way since their early manifestations as a … [Read more...] about The Future of Sales Playbooks
Sales Managers and Leaders: are you 100% happy with the hires you have made in the past 12 months?
Finding and recruiting good people into any position is hard. Hiring consistently great salespeople is particularly challenging - and the sad truth … [Read more...] about Sales Managers and Leaders: are you 100% happy with the hires you have made in the past 12 months?
