Sales transformation Archives - jaconsulting.co.uk

BUYING JOURNEY PHASES IN B2B COMPLEX SALES

February 25, 2021John MossAccount planning, Buying journey, Sales Skills, Sales transformation

Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.

B2B COMPLEX SALES AND THE BUYING JOURNEY

February 10, 2021John MossAccount planning, Buying journey, Sales Skills, Sales transformation

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 A VIRTUAL WORLD REALLY THAT DIFFERENT?

February 3, 2021Chris Smith#5toptips, Account planning, Sales Skills, Sales transformation

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.

THE PROBLEM WITH THE TRADITIONAL VIEW OF THE SALES FUNNEL

January 20, 2021Chris SmithAccount planning, Sales Skills, Sales transformation

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?

Sales transformation

April 23, 2020John MossCase study, Sales transformation

Using a blended approach to change management mixing workshops, management leadership and coaching this client achieved a 27% annual sales growth in a highly competitive market.