Software pricing is annoying but it doesn't have to be that way
What follows is not a true story, except that it is.
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.
How to engineer stories that sell for you
An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell
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.
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.
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.
