Win/loss analysis – are you learning as much as you should?
I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost.
Top 10 sales methodologies for complex B2B sales
Implementing the right sales methodology for your complex B2B team can provide a major boost to sales effectiveness. But choosing the right methodology training company can be a challenge.
The what, why and how of outcome-centric selling
I believe that it would be hard to argue that B2B selling hasn't changed significantly in recent times - and equally hard to deny that it will inevitably continue to evolve.
Eurotainer enjoyed an outstanding year - thanks in part to the “Membrain Effect”
I love it when a client coins a phrase for us. We are extremely proud to be the sales platform for Eurotainer, a global provider of intermodal equipment for lease, based in France with offices on four continents.
2 questions that will end every request for a better price
I was thinking about all the things we pay for that used to be free and are still free, yet we pay for them anyway. How many can you think of?
What is the difference between complicated and complex in sales?
No matter how much we try to simplify, some things will never be simple. We can automate, systematize, create processes, buy software - but in the end, complex b2b sales will stay complex.
