I have worked with talented sales professionals around the world and I have found that failing to access the key people, or to influence them effectively (by demonstrating value), is one of the most frequent reasons cited for failure in a sales campaign. This holds true whether the sellers are in pursuit of a new…
If you‘ve read many of my posts you know that I like to do a lot of primary research and look beyond opinion to real data to get insight into the reasons why certain companies perform better than others. Why is it that some companies experience win rates higher than average? How sales forecast accuracy…
In a world responding to the Mega Trends of Digital Transformation and Customer First, companies are under pressure to act strategically, collaborate proactively and respond quickly, earning their customer’s business month on month, time over time. Selecting companies for whom you can best deliver value makes that a lot easier. Over this series of posts…
The first step to improvement in anything is to understand where you might be failing. If that sounds like a negative approach it is intended not to depress you but to highlight the areas in which you might have improvement opportunities. Before you can fix any problem, you need to be aware that the problem…
In last year’s Business Performance Benchmark Study, when we looked at the topic that would dominate boardroom conversations in terms of business disruption, the winner – if that’s the right term for a disruption – was very clearly Digital Transformation. 48 percent of study participants put Digital Transformation on the boardroom agenda. That was one…
Why work on unqualified opportunities when you could be making money? That’s what a good friend of mine – a senior sales executive with a technology company – asks his sales team every week at their regular Friday morning review meeting. I have long argued that whenever you spend time on an unqualified sales opportunity,…
