- We spend a lot of time pursuing what we need from the sales cycle, sometimes to the detriment of our clients.
- One way to think about the sales conversation is to consider it as a facilitation designed to provide the client…
For someone to sell, someone else has to buy. It is a single act with two parties. We very much like our linear processes, the sales process, or our best plan for what you need to do to create and win opportunities. Most sales processes pay little…Continue Reading
Of all the changes in selling over the last decade and a half, the changes on the buyer's side may be the most disruptive. No doubt that some part of that change belongs to the proliferation of information available via the internet. However,…Continue Reading
Despite our best efforts to see both the sales process and buyer's journey as linear, reality provides a truth that is at odds with what might better serve us—and our clients. In complex, B2B sales, it is more often that deals take a circuitous…Continue Reading
I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting.
What? When we have the kick off meeting?