sales strategy
Demystifying Systems Thinking for Sales
I’ve talked a lot about systems thinking on this blog, and I thought it might be helpful to demystify its main concepts, specifically for the sales industry. First, a definition: Systems thinking is an approach that seeks to understand how parts of a system interact and change over time by viewing problems and their context as interconnected systems.
Here’s Why You Need to Waste More Time
A couple of years ago, there was a boat show near my home, and I happened to have some free time. I’d been thinking about buying a boat for a while, and I thought it would be fun to wander a bit and see what was out there.
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.”
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...
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.
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.
