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Enabling Your Prospect to Make Change

Further to our latest blog titled “Are Your Customers Your Real Competition?”, the next concept is about how can you work with your customers and prospective customers to enable them to make change. If your team is creating the demand, when you show up the customer is firmly entrenched in…

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Strategy Is All About Revenue

This statement sounds obvious. When you think about your respective corporate strategy, the choices you make are about driving sustainable revenue growth. For most corporations [large and small], the concept of strategic planning tends to feel more like the annual budget process. Correspondingly, budgets project revenues, but by their nature…

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Creating a Win Strategy

The discussion question that I am posing to those of you in the world of complex sales is when you choose to pursue an opportunity, do you develop clear Win Strategies? Based on how you are going to be judged, do you have a clear sales strategy (that aligns the…

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The Fuss About Insight Based Selling

There is a lot of debate and discussion in the blogosphere about the concept of Insight Based Selling being fueled by the Corporate Executive Board (CEB) and some of their researchers and thought leaders that wrote the book The Challenger Sale. Is this new? Is this unique? Is this just…

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Fish Where the Fish Are

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.

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