The reason to understand where a buyer is in their process is so you have an orienting generalization, some idea about where they are in the decision-making process. But because decision-making is often a non-linear process, you want a deep…Continue Reading
Sales is one of the few endeavors where so much of the focus is on results. We celebrate the results that we achieve, winning new business and reaching and exceeding goals. These things are worth celebrating. But the progress towards those results…Continue Reading
You missed your number. You didn’t reach your goal. It’s too late to do anything about it, and now you have real trouble. It’s a catastrophe of the first order. But this calamity was a long time in the making.
There was that one day when you…Continue Reading
For the last eight or nine years, a lot of the content around sales improvement, especially as it pertains to prospecting and discovery, has been about providing insights and ideas, as well as being more strategic. These ideas have been critical…Continue Reading