I’ve worked with B2B sales organizations of various shapes and sizes for over thirty years. I’ve seen good ones and bad ones. And one common thing I’ve noticed that has a great impact is leadership. And I mean leadership at all levels in an organization; from CEO to sales manager. This may sound obvious, but Read more

You must identify and address the performance barriers within your entire sales eco-system. Research indicates that organizations spend about $4 billion per year on sales training, yet the long term success rate is only around 10%. Two critical components are defining a sales process for what to do and developing coaching skills on how to Read more

Research indicates that the average complex sale includes more than 5 stakeholders. Identify all influencers and gain insights into their needs and perspectives Affirm the value of your offer to each individual Gain alignment and consensus among key stakeholders Read more

Improve effectiveness and win rates through: Alignment with the buying process Clear evidence-based qualifying criteria Stage gates based on buyer actions and commitments The creation of value throughout the process Read more

According to Sirius Decisions, for significant B2B purchases: Buyers interact with sales reps during every stage of the buying process More than half the time reps are involved at the beginning of the buyer’s journey The highest level of engagement occurs during the education phase of the buyer’s journey Read more

Research by CSO Insights suggests that: A process oriented culture is fundamental to the support and ongoing success of training First line sales managers are the key to sustained reinforcement of training Consistent use of a sales methodology correlates with significantly better performance Read more

This compels the prospect to act and positions you to avoid the price war trap. Quantify your value in business terms Buyers should recognize your value throughout the selling process Closing does not require manipulative tactics – It is the natural outcome of an effective sales process Read more

If access to the decision maker cannot be achieved, one should think twice before spending valuable time and resources. According to Sirius Decisions, up to 80% of B2B buying decisions are being made by executives Your solution has the potential to address an urgent priority so the decision maker should appreciate the meeting A feature/benefits Read more

A strong value proposition should: Motivate a prospect to engage with you Be concise, relevant and compelling Pique a prospect’s interest enough to want to learn more Read more