Art & Science

of complex sales

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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.

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How to make win/loss analysis more useful

Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and losses, and the focus is often more on the losses than the wins.

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Speed Limits, the Flow of Traffic, and Sales Pipelines

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

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Is this the most counterproductive sales metric?

If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. Assuming that we have collected the data in the first place, we can measure win rates, sales cycle velocity, changes in deal value or close date and all manner of other indicators.

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Opportunity qualification is a continuous process

If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity qualification as a one-off exercise. You need to think of it as an ongoing process, in which you continually accumulate new learning as well as regularly revalidating any previous assumptions.

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Proven Ways to Grow Revenue with Pipeline Management

Since so many companies have sales pipelines, you’d think that there’s a well-worn set of pipeline management best practices out there commonly used by sales managers. Even if that is the case–and I don’t think it is–do you know how many sales leaders struggle to manage their pipelines? An overwhelming majority, apparently.

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Bigger Sales Pipelines - The Dangerous Truth

I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog.

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Putting sales effectiveness in the hands of your salespeople… literally

From the beginning of my career, I’ve worked to understand and improve sales effectiveness. I’ve studied what makes sales teams fail and what makes them succeed. I’ve looked at sales strategy, sales management, sales process, sales methodologies and sales techniques, and studied their impact and best practices.

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A closer look at your win/loss analytics

When the end of the year is just a few days away,what would you discover if you did a quantitative analysis of the data for every single deal that your sales people worked on during the year? What actions would you take to produce a different outcome as we turn the corner and begin anew?