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
The vital relationship between Well-Being, Motivation, and Retention in Modern Sales
In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through processes, metrics, tools, and … [Read more...] about The vital relationship between Well-Being, Motivation, and Retention in Modern Sales
Getting the Right Salespeople in the Right Seats on the Right Bus – In 2025
More than two decades ago - in “Good to Great” - Jim Collins spoke about getting the right people on the bus, in the right seats, and the wrong … [Read more...] about Getting the Right Salespeople in the Right Seats on the Right Bus – In 2025
No Fit, No Deal: Why ICP Fit Must be the First Thing You Qualify in Complex B2B Sales
By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently convoluted buying journeys and … [Read more...] about No Fit, No Deal: Why ICP Fit Must be the First Thing You Qualify in Complex B2B Sales
Crafting Compelling, Customer-Specific, Value Propositions
I imagine most of us have probably heard the term “value proposition”. It’s widely used in B2C marketing. But how does the term relate to complex B2B … [Read more...] about Crafting Compelling, Customer-Specific, Value Propositions
