Art & Science

of complex sales


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It Is ALWAYS About Execution

I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions.

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Here’s why you need to stop talking about sales opportunities

Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know.

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A fresh perspective on the Challenger Sale research

First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The Challenger Customer” (which I believe is an even more influential book), it served to introduce powerful new perspectives about today’s increasingly complex B2B sales environment.

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How to improve performance with a shared sales language

In the sales industry, we often talk about how process, methodology, technology, and enablement can improve performance.

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The fundamental principles of value-based selling

It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they are discussing business issues. However the average B2B buyer regards a sales person’s relevant business knowledge as being far more valuable than their ability to regurgitate product features, functions and benefits.

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How to Know if You Are You Really Selling Consultatively

Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. They insist that they talk about it often and that their salespeople are doing OK with a consultative approach.

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Why Speed on Base Wins in Baseball and Sales

Dave Roberts' stolen base in game four of the 2004 American League Championship started the Red Sox historic comeback against the Yankees that resulted in them winning the 2004 World Series.

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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.

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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.