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…

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.

1. Do you have dream client targets?
2. Do you have a plan to engage…

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.

I write about value creation…

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 Just as the power sponsor has been replaced by power sponsors (plural), there are now economic buyers (also plural).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…

Any time that you make assumptions about buyers, ask yourself if that assumption is true about you and the way that you would buy.

If you were your buyer, how would you want the salesperson charged with winning your business to approach you?…