Subscribe to The Art & Science of Complex Sales

    sales methodology

    We’re All in Sales – Or Maybe Not

    We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.”

    by Mike Kunkle

    B2B Buyers: from Fear of Missing Out to Fear of Messing Up

    As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been preconditioned by most of the established sales methodologies to focus on cultivating their customer’s fear of missing out (FOMO).

    by Bob Apollo

    Here’s Why We’re Revamping Our Sales Methodology

    Come VIBE with us! We’re rolling out a new sales methodology, and we’re ready to let you in on it.

    by George Brontén

    The changing face of value in B2B sales

    This article, first published in the International Journal of Sales Transformation, leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes...

    by Bob Apollo

    The changing face of value in B2B sales

    It seems as if the phrase “sell on value, not on price” must have been around since shortly after the dawn of B2B selling, and it would be hard to argue with the sentiment. But what do we actually mean by value - and perhaps more important, how do our customers perceive value?

    by Bob Apollo

    Answering Every New Customer's 4 Key Questions

    If your prospective customer is seriously evaluating a new project that involves both a significant investment and a change to their existing approach or environment, it is close-to-inevitable that they will be seeking clear answers to 4 key questions (and a clear consensus across all key members of their decision-making and approval stakeholder groups) before they will be prepared to make a commitment:

    by Bob Apollo
    More Articles

    External Exposure