Buying Journey Phases In B2B Complex Sales
Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
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B2B Complex Sales And The Buying Journey
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.
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Is Selling In A Virtual World Really That Different?
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.
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The Problem With The Traditional View Of The Sales Funnel
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?
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Making Rich Pictures Work
A rich picture on its own won’t solve any problems. But use it as a mechanism to understand what the issues and solutions are, and a rich picture opens up conversations.
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Make Procurement Relationships Work For You
Lots of salespeople, be they junior or very senior, shy away from engaging with procurement. Maybe they view them as some sort of ogre. They aren’t, they are human beings. However, their agenda is very different to that of the salesperson. You need to get ready for the right conversation.
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Ensure A Great Virtual Coaching Session
There are a number of steps we follow to ensure a great virtual coaching session. Here are our 5 top tips.
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Virtual Coaching
Virtual coaching is a coaching conversation that takes place using a method other than face-to-face. Although the coronavirus has likely propelled more coaches into virtual coaching, it’s not a new thing for us.
How Do Lockdowns Affect People’s Emotions?
The Covid-19 pandemic has unquestionably been one of the biggest change events in many years. We may not associate this change event with grief, but there are many similarities to be drawn.
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Decision Making At Pace In Uncertain Times
In the current coronavirus situation, you may not have the data you would like and historical data might be a very poor indicator of the future, but a key tip is to really think about what information you need to make decisions.
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Keeping Teams Together
With the cornonavirus pandemic some businesses have been able to respond easily, whilst others have had to scramble to respond to the new world with teams separated for the first time.
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Planning Quickly
Businesses might be familiar with planning on a gradually evolving basis, modelling a small number of variables each year. But the current circumstances call for something more radical.