One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark standard when it comes to … [Read more...] about Exploding the 3x sales pipeline coverage myth
Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to … [Read more...] about How hostage negotiators win – and how you can too
Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested … [Read more...] about How to build account plans in Salesforce – the easy way
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. … [Read more...] about Is your sales process a help or a hindrance?
I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales. … [Read more...] about How the planning fallacy can make or break a deal
Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business development reps in … [Read more...] about Ditching the ’Itch to Pitch’