Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
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?
When you’ve taken the time to get your pitch strategy right, what next? Where should your focus be? Is your pitch team ready?
We get asked to support a range of pitches from those worth a few thousand $ up to those worth 10’s of $millions. But what does it take to get the pitch strategy right?
Here’s the second batch of questions to set you thinking about how to evaluate how effective your account plans are.
Having an effective account plan is a great start for building long term business relationships. Here is the first of two short pieces with questions which we think will enable you to check how effective your account plans are.
We often get asked how modern-day category managers think, and what is it about their practices that can create such tension in customer-supplier relationships. Here, David Atkinson discusses the complex subject of professional procurement and how Sales Account Managers can improve their negotiation strategy.