Compelling Value Proposition
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 this time?
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sales transformation
How Customer Journey Mapping Can Uncover Hidden Opportunities In B2B Sales
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…
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Driving B2B Sales Success
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.
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Navigating The Complex B2B Buyer Journey
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.
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Delivering Value – “Everything Is Up”
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.
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The Importance Of Talking About Value
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.
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Dealing With Procurement Blog Roundup
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.
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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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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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