Biggest no-brainer in sales – Relationship Mapping

Biggest no-brainer in sales – Relationship Mapping

The pain of many people Selling would be sooo much easier if it wasn’t for one thing, people. They can be needy, worried, sceptical, emotional, impatient, unpredictable, inconsiderate, deceptive, pessimistic, confrontational, unreliable, manipulative, self-centred, a...
Sales is no longer about getting a yes

Sales is no longer about getting a yes

Sales is no longer about getting a yes. It’s about getting a collective yes. As soon as you require anything in multiples it becomes more complicated, that’s one of the reasons sales has become tougher because many yeses are more challenging than one. The way...
What is Buyer Enablement?

What is Buyer Enablement?

Before we look into buyer enablement lets firstly consider sales enablement. This is one of the most commonly used terms in B2B sales today as companies focus on what training, methodologies, processes, metrics, tools, information and content can be utilised to...
The Biggest joke in B2B sales

The Biggest joke in B2B sales

It’s Win Loss Analysis There are lots of good things in today’s B2B sales industry, but there’s also a whole bunch of bad things. And one of the worst is win/loss order analysis! The reason that this is so laughable is because of the misguided belief...
My biggest sales weakness

My biggest sales weakness

Whichever way you look at sales it’s a career full of no’s, no-decision outcomes and losses. You become accustomed to rejection and disappointments. It’s the nature of the beast. Sure, some will have more success than others and this can be contributed to...
AI in sales. When? Really?

AI in sales. When? Really?

AI in sales posts, articles and announcements are now part of my daily read, including the impact that it’s going to have on so many sales jobs. I can understand the need to make transactional sales activities automated as much as possible, it’s easy for the customer...