Tag: building consensus

The Gist

• The legacy laggard approach seeks the decision-maker.
• The legacy solution approach seeks the buying committee.
• The modern sales approach seeks organizational consensus.

One of the most significant changes in the way that we…

The Gist:

• The competencies necessary for success in B2B sales have changed over the last two decades.
• Most of the legacy approaches to sales don't address three critical competencies that B2B sales professionals need.
• You now need to…

The Gist:

• In B2B sales, especially those that require complex decisions, consensus is necessary.
• Winning big deals means finding a way to help your clients gain the consensus of their organization.
• Learning how consensus works is worth…

The Gist

• There are enormous differences between a salesperson and a consultative salesperson.
• Being truly consultative requires a modern sales approach and a number of higher-level competencies.
• The path to becoming consultative…

You've acquired a contact to act as your champion or sponsor. They are motivated to change, and they are engaged in exploring their options with you as their strategic partner. Things are progressing nicely, but you know that the importance of…

We consistently present sales processes and the buyer's journey as linear processes, when we depict them on a slide as a direct path, beginning on the left side and ending on the right. Viewing concepts like the sales process or buyer's journeys…

Today marks the first anniversary of my publishing Eat Their Lunch: Winning Customers Away from Your Competition.

Eat Their Lunch is my third book. The first primary concept in that book, Level IV Value Creation, is my oldest framework. The order…

It is critical that you review your opportunities to explore how you win and address how you might lose. An opportunity review can feel like an unnecessary update when done poorly, creating no value as it pertains to forecasting the deal,…

There are new rules in B2B sales. There is also a set of rules for how decisions are made, how consensus is built.

Rule 1: There is No Decision Maker

In days long past, one was instructed to find “the authority,” that individual invested…

Imagine you are sitting in front of five stakeholders who all work for your dream client.

They might all very much want their company to succeed. But there is also the possibility that two or three of them are disengaged. They might be actively…