Choosing Your Sales Process Instead of the Buyer’s Process

alt text image of a person offering a red pill or blue pill

Mistakenly, some salespeople (and sales organizations) believe that their buyer’s process is actually their sales process. Nothing could be further from the truth. Some of their prospective clients have a buying process that is inherently transactional—and inherently bad for … [Read more...]

Stop Coaching Late Stage Opportunities (A Note to the Sales Manager)

alt text image of an early bird getting the worm

Most sales managers want to coach late stage opportunities. It’s easy to find your way from a pipeline review to coaching an opportunity without meaning to, especially when you come across opportunities that are high visibility and high value. We want to win these “must win” … [Read more...]