editors pick
Do You Say “Complex” When You Mean “Lazy”?
Although my company explicitly serves the “complex B2B sales” market, I’ve never really liked the word “complex.” In its correct definition, “complex B2B sales” is an accurate description of a particular type of selling. But I also see people use it as an excuse:
How to Apply Design Thinking to Selling & Buying
If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design thinking.” Design thinking is a customer-centric way to approach problems and innovation, and according to McKinsey & Company, it’s one of the most effective ways to differentiate your company and products from competition.
Helping Buyers “Get Their Ducks in a Row” is the #1 Thing Your Sales Team Must Do
What should your b2b sales team do when a prospect shows up looking for a solution, and confident that yours is the right one?
What Are Business Acumen Skills?
“Business acumen” is a concept spoken of quite often by sales thought leaders. I’ve talked about it, as well. Most of us agree that it’s something salespeople need in order to differentiate themselves and help buyers make the right choices. But I’m not sure everyone is on the same page in regard to what it means and the degree to which salespeople need to be upskilled in it.
Salesforce Is Drastically Overcharging You, According to This Former FBI Agent Turned Private Investigator
“Eight out of ten companies are drastically overcharged by Salesforce.”
A Brief History of “Jobs-To-Be-Done” and How to Use it in B2B Sales
People who buy drills don’t want drills. They want holes.
