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    Don’t Be One of “Those” People

    If you’re not nurturing relationships, you’re throwing away good business and hot referral leads.

    Profit derives from usage - not initial purchase

    Business customers have become increasingly used to as-a-service models, rather than outright purchase - and many of them have come to prefer it.

    Advance or disqualify!

    In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant conversation with a prospective customer in a complex B2B sales environment: a win, an advance, a continuation or a clear “no sale”. I’ll define these outcomes in a moment.

    Critical to B2B sales success - stakeholder assessments

    One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.

    A brief history of sales opportunity qualification

    The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest.

    sales methodology

    External Exposure