sales management
What Is a Way of Selling?
In complex B2B sales, your Way of Selling is what differentiates you from other organizations in your market. It is much more than just your sales process, strategy, or what your salespeople do on a daily basis. It includes culture, mindset, professional development, marketing, and positioning. Ultimately, your Way of Selling defines the experience your buyers have, your reputation, and the sales outcomes you achieve.
Chat-GPT Has An Answer for Everything. But Are Your Buyers Asking the Right Questions?
Today, almost everyone from college students to professionals turn to AI chat bots as a first line of investigation when they have questions. From describing the plot of an assigned reading, to surfacing insights about the market, AI has an answer for, quite literally, anything.
Reaching the Real Decision-Makers in Complex B2B Sales
Salespeople are told to “get to the decision-maker.” This is, of course, sensible and obvious advice - but reality is often more complicated. In complex B2B environments, where multiple stakeholders shape the buying decision, identifying and engaging the real decision-makers is rarely straightforward.
Why a Shared Mental Model is the Missing Piece in Complex Sales
In the world of complex sales, we spend a lot of time talking about prospecting, pipeline, win/loss analysis, and how to reach the right stakeholders. We invest in more training and coaching, better strategy, and processes. We hire more effectively, purchase enablement technology, and still… sales effectiveness rarely improves by more than a margin.
4 Things Tokyo Taught Me About Sales Discipline
I was in Tokyo for the first time recently. My son and I went there for a little vacation, and I was struck by how clean and orderly everything is. In a region of 38 million people, I expected a lot more noise, chaos, and pollution. We found none of that.
“We Are Competing To Lose 80-85% Of Our Deals!”
Imagine a CRO presenting to the exec or investor team. This CRO is presenting their GTM strategy, and a key statement in that strategy is, “We are competing and hoping to lose 80-85% of the deals we invest in!”
