Help buyers make better purchase decisions

“Sell the problem you solve, not the product”. Get that right, and our stuff suddenly becomes a whole lot cooler. Easier said than done,...

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Are your sales plays helping you close deals?

The term sales playbook and sales plays are used extensively in both sales and marketing. According to Hubspot,  “A sales playbook is a document...

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Why do many sales teams struggle to manage a value-based sale?

Not focusing on helping buyers through their buying process is why many sales teams are struggling to manage a value-based sale and maintain an...

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Do your sales playbooks focus on the buyers’ journey?

The one size fits all questions often included in our sales playbooks, and sales plays stand in the way of us supporting buyers through...

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Why are our sales playbooks failing us?

The subtleties of conversation are complex. We should never take what people say literally. The conversation is the surface of sales, whereas real selling...

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Is your Sales Forecast eroding from the inside out?

In the Guide using Sales Prospecting Tools to Improve Sales Pipeline Reviews. I discuss the risk of how sales pipelines can make our sales...

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Robots are coming for your job, could sleep be your competitive edge?

McKinsey predicts 50 per cent of tasks we do today can be performed using technologies available today. They continue to provide other facts that will...

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Is your sales commission plan creating conflict in your business?

In sales, you would expect to have a sales commission as part of your pay package. If you are in pre or post sales,...

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Why do sales forecasts slip?

Dealing with sales forecasts that slip is a major challenge for sales leaders to manage. In a Quarterly Business Review (QBR) we hear one...

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Virtualization and AI could affect retail banking in unimaginable ways

2028, 20 years after the financial crises, I am conversing with my personal Avatar, Panta. He takes care of all my tax returns while...

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