sales management
Why sales coaching needs to get closer to the individual
Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?
A progressive approach to qualification (that isn't BANT)
Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.
How to win more sales the IKEA effect way
Do you know someone who likes to make crafts, build furniture, or garden? Have you ever noticed how they’ll spend $50 for the materials to produce an item that would have cost $5 at the store?
How to magically move prospects into a buying state of mind
Let's cover some of the lies being told to companies with sales organizations and how those lies prevent sales organizations from being their best.
Is your sales technology a "tomtebloss"?
Like many Americans, we Swedish celebrate the New Year with fireworks, sparkling wine, and lots of snacks. Among our children, "tomtebloss" are a particular favorite. In the US, I think they're called sparklers.
What’s next? What’s your deal strategy?
In any given year, I may be involved in doing 100’s of deal or opportunity reviews. Inevitably, I end up asking many of the same questions:
