Art & Science

of complex sales


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Six Simple Steps to Pipeline Predictability

It’s very common for companies we work with to have a pipeline management and review process in place. It’s also very common for us to find that the process is broken. It’s important that management keeps salespeople focused on the right activities to move deals through the pipeline. Here are some good ideas to help.

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How to engineer stories that sell for you

An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell

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In Examining 27,357 Wins, 95% Of Sales People Did This One Thing!

Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates.

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Is your CRM an Epic-level failure?

Atul Gawande is best known for his work in reducing patient death rates by 47% by implementing the simple practice of mandatory checklists among the surgeons.

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The illusion of the expert buyer

One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been working with – knows how to buy.

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How to sync the brains of buying committees and make the sale

Take several mechanical metronomes and set them to tick at different speeds, so that you create a chaos of random sound. Tick tick tock ticktick tick tickticktick tocktock tick. This is what buying committees can feel like. A chaos of random ticking in different directions at different speeds, all of it coming to nothing.

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Golden Nuggets from the CSO Insights 2018 Sales Talent Study

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

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How to Harness Shoshin to Improve Sales Effectiveness

Whenever someone tells me they have 10 years of experience, I always wonder: Do they really have ten years, or do they have one year of experience multiplied by ten?

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Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on?