sales process
Win more with old-fashioned, in-person sales meetings
Despite reports to the contrary, the old-fashioned, in-person sales meeting isn’t dead.
Selling against the status quo
You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying journeys end with the potential customer either deciding to do nothing or to change nothing.
How to stop chasing Will-o-the-wisps
In ancient English lore, a Will-o-the-wisp is a mischievous spirit of swampy and dark places that uses a lantern-like light to lure unwary travelers off the path. Travelers may mistake the Will-o-the-wisp for a fellow traveler leading the way or for a kindlier spirit, such as a Leprechaun, who might lead them to treasure.
Here are 5 reasons your sales process will fail
Sales process often fails. You may be surprised to hear me say that. You know I preach process, process, process every day on my blog and in person. But the reality is that process alone won’t save your organization, and it could actually be hurting you.
Don't let the buying journey turn your salespeople into lapdogs
I admit, I’m not a dog person. But those little lapdogs some people carry around are kind of cute, especially when they do little tricks like speak on command or walk at their owner’s heel.
If you don’t understand it how can you manage it?
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.
