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…
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,…
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…
Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing.
I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients.
There is no longer an economic buyer. Just as the power sponsor has been replaced by power sponsors (plural), there are now economic buyers (also plural).
Every stakeholder is responsible for a line on the profit and loss report, is being asked…
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