In the world of complex sales, a reality in many markets is there are now more “no decisions” than Wins and Losses combined. A benefit of the work we do with our partner CEB, we get exposed to the most current research and trends from the world of sales and…
I have always liked the fishing metaphor for sales. There is vast opportunity, but spending time in the wrong places yields poor results. “Most of the world is covered by water. A fisherman’s job is simple: Pick out the best parts.” –Charles Waterman A rare occurrence happened the other day.
Our blog from a few weeks ago was on the topic of preparation before making an initial call on a suspect. We stopped at preparing your pitch. To continue forward, what are some important elements to consider or utilize as you prepare to pitch. As a starting point, lets begin…
There is an old saying, “If you fail to plan then you plan to fail.” In the world of complex sales (the stakes are high), preparation is foundational to every phase of your sales process. I would argue it is most critical during the initial phase or what we call…