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    sales methodology

    Facilitating the B2B buyer journey

    Statistics tell us that 50% of all non-technical graduates of four-year colleges will spend some career time as salespeople. There are over 4000 colleges and universities in the United States. Among them, only about 200 have more than two courses in selling or sales management.

    by Mike Bosworth

    Discovery resistance in complex B2B sales

    At the peak of my Solution Selling business, in the mid-90s, I was speaking to one of our clients. He was the VP of Sales of an enterprise B2B salesforce of 200 reps, and he was frustrated. He was selling highly complex software as a service application to chemical, drug, and oil companies.

    by Mike Bosworth

    What does the customer need to move forward?

    There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward.

    by Dave Brock

    Look at this cute dog! Why some salespeople share dog pictures on social media.

    I got annoyed recently at a post that went viral on LinkedIn. It wasn’t something I disagreed with or found problematic. It was just that I was jealous.

    by George Brontén

    Top 10 sales methodologies for complex B2B sales

    Implementing the right sales methodology for your complex B2B team can provide a major boost to sales effectiveness. But choosing the right methodology training company can be a challenge.

    by George Brontén

    The what, why and how of outcome-centric selling

    I believe that it would be hard to argue that B2B selling hasn't changed significantly in recent times - and equally hard to deny that it will inevitably continue to evolve.

    by Bob Apollo
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