sales methodology
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.
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 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 differentiation based on features or outcomes?
It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any meaningful difference between the options open to them, they are likely to choose what they perceive to be the cheapest or safest option.
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:
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.
