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In 2012 sellers were advised to challenge their customers. Now it is time to take the challenger salesperson to the next level – to help the buyer to overcome the growing internal challenges faced in making the decision and getting it sanctioned. Read More
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A new framework provides you with a 3D view of even the most complex deal. That means you can maximize your chances of sales success. Read More
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The idea behind Revenue Performance Management is to better track, measure and optimize the relationship between what goes on in sales and marketing and the revenue of the corporation. That is a big idea. It has to be one of the top priorities for 2013. Read More
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Many sellers are unknowingly doing things that make it harder for the buyer to buy. Intruducing processing fluency of your sales proposition. Read More
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No salesperson ever sets out to give a buyer the hump, but that is what appears to be happening with increasingly regularity. Sellers are making obvious mistakes that can result in immediate disqualification. Read More
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There is often a gap between how the buying decision should be made and how it is actually going to be made. We call it the Procurement Gap. Read More
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Our narratives of lost and stalled deals have the power to either limit or boost long term sales success, so writing win-loss reviews is important for sellers. Read More
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What your buyer is thinking and how he, or she is feeling about the decision are two different things. As salespeople we need to focus on both. Read More
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How you sell is based on assumption about the type of buyer you are selling to and more specifically how those buyers make their purchase decisions. Read More
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Identifying and filling gaps in terms of sales skills, process, strategy and systems is at the core of the job of the modern sales manager. Read More
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