You’re Buying People’s Knowledge, Not Just a Training System
I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think.
Eliminate “Random Acts of Prospecting” with an Activation Cycle – SLA
When you walk the sales floor, or conduct your 1-on-1's with your sales team this week, pay attention to the "random acts of prospecting". Seller A is so ...
Long Sales Cycles Require “Learning Paths” to Align the Buying Committee
Does your sales team have 6-18 months sales cycles? Is the buying committee involves 5-10 people on every customer transaction? Does it feel like your sales ...
Why do Sellers Lose Key Accounts?
One of the worst nightmares faced by sellers in B2B sales is when a key account goes from an active stage to a closed stage, in other words when it is lost to ...
“I have a dream”… You Will Teach NEW IDEAS Before Your Competitors
I had a dream. No really, I actually had this dream 2 nights before writing this on a flight to London, UK. Here is how the dream goes: