Sometimes, in complex B2B sales, low activity and slow pipelines are blamed on the idea that the sales process is “complex.” I’ve always been … [Read more...] about Underneath Complex Sales Are Simple Rules
Mastering Sales Leadership with James Rores & Walter Crosby
In this episode of "The Art and Science of Complex Sales," we sit down with James Rores of Floriss Group and Walter Crosby of Helix Sales Development … [Read more...] about Mastering Sales Leadership with James Rores & Walter Crosby
Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?
I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, … [Read more...] about Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?
How to improve sales with the right type of empathy
Empathy gets a lot of lip service in sales circles. We talk about how to transform sales with empathy. The importance of empathy in coaching. Whether … [Read more...] about How to improve sales with the right type of empathy
Critical to B2B sales success – stakeholder assessments
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we … [Read more...] about Critical to B2B sales success – stakeholder assessments
What is a sales pipeline and why should you care?
Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of … [Read more...] about What is a sales pipeline and why should you care?
