Drawing from our extensive experience in guiding businesses through transformation, we’ve crafted this article to address two critical aspects of change management.
We’ve heard many reasons why organisations say they can’t implement change or make it stick. And it’s because change is tough. It’s uncomfortable pushing ourselves and our people out of our comfort zones, and this leads to many barriers to implementing change successfully.
One of the things that always surprises me in our work in complex sales is the response to this question – ‘have you ever been taught a commercial questioning tool?’
Are you REALLY listening to your clients, or just waiting to speak? After all, you are going to be valued as an adviser for your knowledge and expertise in your specialist area of complex sales, aren’t you? Yes…but no!
When one of our leading consultants had to design and deliver seven tailored events in one month, effective facilitation was key. it required an incredibly efficient and clinical approach to preparation and planning logistics to be successful. Here’s how it was done.
Are you leaving valuable opportunities untapped in your B2B sales process? Learn how to do customer journey mapping so you never miss an opportunity again…
In the realm of B2B sales, success hinges on more than just a great product or service. To truly excel, businesses must dive deep into their customers’ journey. This is no longer an option, but a necessity for B2B sales success.
Every business wants to maximise its sales process. What many don’t realise is that it takes far more than just following up with leads and engaging with clients. To get the results you want, you need to understand the buyer journey, who is involved and when, and what they are thinking so you can tap into each stage.
Change can make a huge impact on an organisation. But, how do you know when is the right time to start implementing change?
I talked previously about the importance of talking about value and how it must be phrased in terms of business outcomes. Here we expand on the work we’re delivering for a leading global professional services firm and how we deliver value for them.
What do we mean by value? And in whose eyes is that value? Learn more about the importance of talking about value when talking with clients.
Part of ensuring the success of your change is knowing exactly what you need to make it effective.
If you’re worrying about delivery, keeping your team together, retaining talent then you’re probably adding to the stress levels of all your resources: your team, your board and yourself.
After a year like no other we catch up with JA Consulting’s Managing Director, John Moss, to hear his thoughts and experiences as the UK emerges from the latest (and hopefully the last) COVID-19 lockdown.
What is it that any team dealing with procurement – especially when it’s a complex sale – needs to know? We’ve brought together some of our tips from the last year to explore this very question.
Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
When my cycling buddy rang to see if I wanted a ride over the weekend, he was surprised when I answered no!! I never turn down the opportunity for a cycle, so why did I?
In B2B complex sales we should focus on what matters most to the buyer and less on what matters to the salesperson or the seller’s organisation.
Is selling in the virtual world really that different? I thought it might be helpful to expand on why I think some things haven’t changed.
If the CRM system is supposed to be the key tool to helping the sales team close more business, why is it so often considered by sales professionals as an admin chore to keep it up to date?