Many salespeople believe they have great relationships with their customers, and many do. When we really think about that great relationship, does it mean the stakeholder is willing to sell on our behalf when we…
Sales managers are consistently required to deliver improved performance, not necessarily with increased resources, and even with reduced resources sometimes. Sound familiar? So, what can you do to ease the pressure and increase the team’s…
I have the pleasure of coaching and working with some of the world’s most experienced and skilled sales teams, often tackling the largest of opportunities. I also see the new generation of sales professionals developing…
We, as salespeople, are prone to look at the bright side of everything we hear. By nature, we want to accept everything said to us. We are positive people. My deal is awesome! My client…
In an information, data saturated world, buyers are truly able to engage with sellers less and less. In a report published in Q1 this year from Gartner, in a complex B2B purchasing decision, the stakeholders…
I know you will all relate to this scenario! You take a deep breath. You are faced with the embarrassing and unenviable task of delivering bad news to your sales leader –the important deal you…
What can be done to minimize deal slippage? Well, there are three critical success factors which, when executed well, can significantly improve your hit rate for deal signing. Are you aware of them?