You know that feeling when you’re driving somewhere in a rush and you suddenly realise you’re on the wrong road?Read More
Today, risk is at the forefront of your buyer’s mind.
Buyer perceived risks are the handbrake on any deal. And if you can’t uncover, address and alleviate those fears, that handbrake isn’t coming off – no matter how fantastic the ride promises to be.
The entire B2B buying process is changing as customers increasingly try to identify risk factors and eliminate unknown variables. What motivates this risk-obsession in the modern B2B decision-maker?Read More
As a B2B seller, is your favourite word 'I', ‘We’ or ‘You’?
I sure hope the answer is ‘You’ because executives today are frankly tired of hearing salespeople saying ‘I’ and ‘we’ and ‘our’ all day long.Read More
Getting physically fit and shedding excess weight is a lot like getting your sales team fit for business. We know what we need to do:
- Follow a regime of activity and exercise
- Eat plenty of wholesome food, and cut out the rubbish
- Mix with likeminded folks to share ideas and tips
Ever had a promising opportunity fizzle, fade and disappear on you? There’s nothing more frustrating.
In the high-value, complex B2B deals of today, there is always the danger this could happen. To try and prevent this, there are some early critical steps you can take in order to give you the best chance of winning the deal.Read More
A 2013 study by CSO Insights found that the average size of B2B deals dropped by 25% over the previous year.
The report summises that this was probably due to more demanding buyers and higher levels of discounting. Even so, this is a significant drop when you consider the supposed increase in economic confidence during the second half of 2013.Read More
In my last post, The 7 Habits of Insanely Successful Sales Managers, I talked about the common mistake of dedicating too little time to coaching. The truth is, most sales managers don’t employ a consistent coaching practice in their business. In fact, 73% of sales managers spend less than 5% of their time coaching. Which is mind-boggling, as there is no more important skill or activity for a sales manager than coaching your people.Read More
Sales managers have no easy task. You’re responsible for the life blood of your company – new deals, more deals, and better deals. You’re leading a group of very different individuals to perform at their best and beyond. Each alone and as a cohesive sales team.Read More
Next time you’re dabbing sweat from your brow as you enter the hottest point of negotiations in a multi-million Dollar deal, perhaps you can ease the pressure just a little by glancing at a similar negotiations table, where hundreds of billions and the imminent economic collapse of a nation were at stake. That, we think you’ll agree, is real pressure.Read More
Often a conversation with a customer can begin with this question:
“So what is it that you sell, exactly?”
If you sell a technology product, or more specifically, SaaS (Software as a Service), cloud software or anything else that runs in the cloud, sometimes the answer to this question can be a little elusive. Nowadays the most valuable technology companies don’t just sell products. They sell something more.Read More