Why BANT Is Not Enough!
The VP of Sales had just taken to the stage. With his opening remark my jaw dropped. ‘BANT is no longer enough’ he proclaimed.
Why Win-Loss Reviews Should Be Written
Our deal narratives – the stories we tell ourselves and others about stalled deals – have the power to either limit or boost long term sales success. However new research highlights the importance of writing and then editing the narrative of the lost deal. The Narrative Of The Lost Deal How a seller explains a […]
Sellers: Say ‘Yes To The Mess’
How do you cope when faced with complexity and constant change in respect of winning the deal? Well, a new book has been published that recommends you do what the world’s best leaders and teams do – adapt and improvise! Why Buying Can Be Messy We all know that buying can be messy. Buyers don’t always […]
The Fast Sale: Don’t You Know Who Stephen Kiprotich Is?
In selling, just as in sports, speed is just one of the factors that determine success. Indeed, Gold Medal winners provide some inspiration in coping with longer more complex sales. Olympic Inspiration For Sellers I bet you have heard of Usain Bolt, the fastest person ever and star of the 2012 London Olympics. Bolt won […]
Are You Helpless To Prevent Stalled Buying Decisions?
One of the most popular B2B Sales Blogs from the US has just posted an interview with The ASG Group’s John O Gorman and Ray Collis on the subject of stalled deals. The interviewer Dave Stein of ES Research Group asked Ray and John the following searching questions, with a snippet of the responses shown for each: 1. Why […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
