If you don’t know, don’t guess.
The biggest issue we see across the many Opportunity Reviews we’re involved in each month is the amount of guesswork and assuming that goes on. The..
The biggest issue we see across the many Opportunity Reviews we’re involved in each month is the amount of guesswork and assuming that goes on. The..
How do you design a Sales Process that will actually be adopted by your Sales team? It can be an uphill task and one of our clients took this..
If you put a high performance engine in a low spec car don’t expect to get anywhere much faster. You will have to adapt everything from the..
We consider ourselves very fortunate to work with the quality of clients we do. Over the last few years we’ve worked on over 30 sales transformation..
I have argued in previous blogs that the old school Deal Review should be a thing of the past and everyone should move to a very different model –..
After many years of being a Sales Trainer, I believe that most salespeople are not aware of how their customers define good selling. Without this..
If you’ve done something before and it worked, surely it makes sense to do it the same way now. Right? And if you’ve done something lots of times..
Technology has made creating proposal documents quicker and easier, but has it made for better proposals? I fear it has not in many cases. Let me..
Please excuse me if there are any typing errors in this article but I am typing with my fingers crossed. I have just spent a lot of time and a great..
Normally I put a few questions at the end of my weekly articles so you can ask yourself if there are ways of working that will improve your sales..