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    How is Sales Prospecting Different for Complex B2B Sales?

    Everyone talks about sales prospecting, and we all think we know what it means. It’s just going out looking for potential customers to put into your sales pipeline, right? Traditionally, this was a task entrusted to junior “hunters” on the sales team–young hungry salespeople tasked with “drumming up opportunities.”

    by George Brontén

    The critical role of trust in sales

    At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition of the International Journal of Sales Transformation...

    by Bob Apollo

    What got us here won’t get us to where we need to be!

    The one thing constant in this world is change! Thankfully, if this wasn’t a universal constant, the prospects for all sellers would be bleak. If our customers see no reason to change, there is no reason to buy.

    by Dave Brock

    How sales and marketing can engage real buyers

    Marketing and sales could be so much more effective if they could find, engage, and facilitate not-yet buyers through their Pre-Sales, change management issues - the stuff that precludes them from identifying as buyers initially but who will be once they’re ready.

    by Sharon-Drew Morgen

    A change management perspective

    One thing that every sale involves is change. Unless you convince your buyer to change something in the way they are doing business, you won’t have a sale.

    by George Brontén

    Value Realization, Value Positioning, Value Creation

    As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers.

    by Dave Brock
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