There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up with a revenue forecast that … [Read more...] about Sales Forecasting Essentials – get your definitions right
Yes, confidence matters when selling – but not where you might think
Confidence. It's a quality most of us associate with successful salespeople. A confident presence, a persuasive tone, a strong grasp of the product - … [Read more...] about Yes, confidence matters when selling – but not where you might think
Do your prospects need painkillers, vaccines, or vitamins?
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?
