Why should sales teams use Mutual Action Plan software? Jun 28, 2021 | Selling The behaviours of many salespeople over the years have made buyers suspicious as to our intentions, and rightly so. Mutual Action Plans, Customer Success Plans, Joint Collaboration plans, it doesn’t matter what you call them they’re a way for sales teams…

The right buyer insights at the right time Jun 10, 2020 | Selling Are you bombarding your prospects with lots of buyer insights, content and collateral? Of course you are as its part of every sales and marketing engagement. You believe that you need to give them as much positive information about your proposition as possible,… The challenges of navigating the buyer committee Jun 4, 2020 | Selling One of the biggest challenges for salespeople today is the number of contacts they have to identify and engage with. Whether you call it the buyer committee, the buyer group or decision-making…

5 Ways to Cut Through the Noise With Buyer Enablement Jan 17, 2020 | BRM, Selling 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…

Biggest no-brainer in sales – Relationship Mapping Nov 5, 2019 | BRM, Selling 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…

Sales is no longer about getting a yes Sep 11, 2019 | Selling Sales is no longer about getting a yes. It’s about getting a collective yes. As soon as you require anything in multiples it becomes more complicated, that’s one of the reasons sales has become tougher because many yeses are more challenging than one. The way… Recent Posts Sales is no longer about getting a yes What is Buyer Enablement? The Biggest joke in B2B sales My biggest sales weakness The 3 phases of being buyer-centric Search site Post Categories BRM Guest Blog Selling Uncategorized Recent Posts Sales is…

What is Buyer Enablement? Apr 8, 2019 | Selling Before we look into buyer enablement lets firstly consider sales enablement. This is one of the most commonly used terms in B2B sales today as companies focus on what training, methodologies, processes, metrics, tools, information and content can be utilised to… Recent Posts What is Buyer Enablement? The Biggest joke in B2B sales My biggest sales weakness The 3 phases of being buyer-centric AI in sales. When? Really? Search site Post Categories BRM Guest Blog Selling Uncategorized Recent Posts What is Buyer Enablement? The Biggest joke in B2B sales My biggest…

The Biggest joke in B2B sales Mar 4, 2019 | Selling It’s Win Loss Analysis There are lots of good things in today’s B2B sales industry, but there’s also a whole bunch of bad things. And one of the worst is win/loss order analysis! The reason that this is so laughable is because of the misguided belief… Recent Posts What is Buyer Enablement? The Biggest joke in B2B sales My biggest sales weakness The 3 phases of being buyer-centric AI in sales. When? Really? Search site Post Categories BRM Guest Blog Selling Uncategorized Recent Posts What is Buyer Enablement? The…

My biggest sales weakness Feb 7, 2019 | Selling Whichever way you look at sales it’s a career full of no’s, no-decision outcomes and losses. You become accustomed to rejection and disappointments. It’s the nature of the beast. Sure, some will have more success than others and this can be contributed to… Recent Posts What is Buyer Enablement? The Biggest joke in B2B sales My biggest sales weakness The 3 phases of being buyer-centric AI in sales. When? Really? Search site Post Categories BRM Guest Blog Selling Uncategorized Recent Posts What is Buyer Enablement? The Biggest joke in B2B sales…

The 3 phases of being buyer-centric Nov 26, 2018 | BRM 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… AI in sales. When? Really? Nov 15, 2018 | Selling AI in sales posts, articles and announcements are now part of my daily read, including the impact that it’s going to have on so many sales jobs. I can understand the need to make transactional sales activities…

Salespeople and sales leaders don’t know! Oct 25, 2018 | Selling One thing that seems to show up time and time again is that salespeople don’t know what they need to know about their prospects. To make matters worse sales leaders don’t know that their salespeople don’t know. Information is the lifeblood that… Concession planning in negotiation Oct 25, 2018 | Guest Blog By Marc Raffan from Ninja Negotiations “Why in the world would you plan what you will give away before you go into a negotiation? Surely you shouldn’t be planning to give away anything or very little. I…