In my last post I described both the symptoms – the Bad Things That Happen – that point to sales problems, and the underlying causes of those problems, in Level 1 sales engagements. At Level 1; if the customer purchases your product it is not going to fundamentally change their business; the impact is fairly…
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,…
The buyer matters, really. As you know I’ve been saying this for years – and now it seems there’s an acceptance that the customer should be at the center of all sales and marketing activity. I have the data to support this; now published in a recent research report Thriving in the Whirlwind. Download THRIVING…
We’ve all heard the ‘lightbulb’ jokes: how many [insert occupation] does it take to change a lightbulb? Here’s a twist for sellers: how many stakeholders does it take to make a buying decision? Well, it depends – and this is a case of less is more, at least from the seller’s perspective if they want…
