So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should you? Your job is just to sell, right? This sort of mentality is part of the reason sales...
The pain of many people Selling would be sooo much easier if it wasn’t for one thing, people. They can be needy, worried, sceptical, emotional, impatient, unpredictable, inconsiderate, deceptive, pessimistic, confrontational, unreliable, manipulative, self-centred, a...
Are you buyer-centric? You may think you are individually or as a company, but are you really? Being buyer-centric is not just about great buddy relationships with your customers, or asking probing discovery questions (that are generally biased and contrived to seek...
It’s no longer a seller-centric market. How you engage with your B2B prospects in complex sales will determine how successful you become. Adapting to be buyer-centric is crucial, thinking about your opportunities from the buyers perspective by helping and adding...
Complex is complex! Why do you need relationship mapping in complex sales? We all know that B2B sales are getting tougher and one of the key reasons is the continuing growth of the number of people involved in the buying process. We’ve gone from focusing on a C...
Complex B2B sales are now tougher than ever and the decline in sales team performances has been evidence to this fact. The reasons include: Longer sales cycles Prospect expect to receive real business value not just product or service differentiation Larger buyer team...
