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
You Need More Than Technology to Solve Your Sales Problems
If you’re like me, you’re bombarded with advertisements for sales enablement technologies that claim they’ll increase your revenue, … [Read more...] about You Need More Than Technology to Solve Your Sales Problems
Sales Framework: A Leadership Investment For Growth
Over the years of developing and executing roughly one hundred different sales and business development organizations, I’ve noticed definite … [Read more...] about Sales Framework: A Leadership Investment For Growth
How much are you spending on lost sales talent?
Sales employee turnover has reached crisis proportions and threatens to get worse before it gets better. According to Forbes, employee turnover in … [Read more...] about How much are you spending on lost sales talent?
CEOs Would Be PISSED OFF If They Knew This Secret!
I spend a lot of time with CEOs, boards, and top executives. Inevitably, profitable growth is a key issue, universal to almost all. … [Read more...] about CEOs Would Be PISSED OFF If They Knew This Secret!
How to make win/loss analysis more useful
Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and … [Read more...] about How to make win/loss analysis more useful
