Monthly Archives: October 2016

“Confidence, the feeling you have just before …”

“Confidence, the feeling you have just before …”

It matters how we define words. This definition of confidence [the feeling you have just before you understand the situation]…

Using ‘risk as a weapon’ helped win a $100M deal

Using ‘risk as a weapon’ helped win a $100M deal

Earlier this year I was retained as external deal coach to help win a huge contract for a global services…

CRM, SFA, and Sales Enablement. Not The Same

CRM, SFA, and Sales Enablement. Not The Same

Customer churn is a cancer eating away at most businesses. To combat this and be truly customer-centric, you must have…

Questions Missed By Qualification Frameworks

Questions Missed By Qualification Frameworks

Qualification is an important phase of opportunity management because pursuing business you cannot win wastes precious resources and damages morale…

Value Quadrant for Sales People

Value Quadrant for Sales People

All sales people rate themselves highly in relationships and many regard themselves as being strategic. In truth, few operate strategically…

Drivers for Buying Decisions

Drivers for Buying Decisions

Commercial enterprises are driven by profit which is derived from a combination of margin and volume. Margin is the result…

The Ten Laws of Strategic Selling

The Ten Laws of Strategic Selling

Definition: Strategic Enterprise Selling: The process of engaging early at the most senior levels, aligning with political and economic power,…

WTF! You Walked Away From A Lead?

WTF! You Walked Away From A Lead?

I remember the famous Aussie Hugh Jackman hosting the Oscars and in his opening routine he said that when he…

Solution Selling vs The Challenger Sale

Solution Selling vs The Challenger Sale

The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the…

Who belongs in your sales team?

Who belongs in your sales team?

The biggest mistake a sales leader can make is to hire the wrong person and the next biggest mistake is…