Art & Science

of complex sales


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Just how much is your organizational knowledge worth?

You probably know or can put your hands on metrics for a lot of aspects of your sales organization. For instance, you know how much your salespeople need to sell in order to meet your revenue goals.

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Sales people need to act like personal trainers, not bartenders

In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.

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Are limiting beliefs undermining your success?

Every sales manager has encountered a salesperson who just can’t seem to “get it.” This is the underperforming team member you work with on the same thing over and over, and no matter how much training, enablement, and coaching you provide, they just keep making the same bad decisions, having the same bad conversations, and experiencing the same bad outcomes.

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Is the Motivation Pendulum Swinging Back?

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared.

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Here's how to be less like a predator and more mycorrhizal fungus

Every sales leader appreciates a great salesperson who can “hunt” and "close more logos” than anyone else. But in the complex b2b world, sometimes your team needs to be less hunters and more mycorrhizal fungus. Here’s why–and how.

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Predictable Buying

We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs.

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Win more with old-fashioned, in-person sales meetings

Despite reports to the contrary, the old-fashioned, in-person sales meeting isn’t dead.

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Selling against the status quo

You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying journeys end with the potential customer either deciding to do nothing or to change nothing.

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Can a unique Way of Selling win more deals?

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