Insights

The current selling environment is complex.  As Gartner has shown there are often 7+ buyers in the B2B sales process and vendors participate in less than 20% of the entire buying process. All of this means less opportunity for quality conversation and more potential...

Sellers do not close deals, buyers close deals.  The role of the seller is to guide the buyer to a close with the right questions - questions that surface a prospects’ pain and turn them into potential value.  This sales truth was impeccably documented1 by Neil...

The majority of sales meetings miss the mark for both the buyer and seller.   A few years back Forrester did research showing that 80% of executives do not find meetings with sales representatives valuable. Recent research from Xant (formerly InsideSales) on more than...

Sales teams make two big mistakes in their prospecting work.  First, in their messaging they rely too heavily on product pitching, content and attention grabbers that lead to an information blur and cause prospects to check out.   Second, in their outreach approach,...

Most sales and marketing teams spend too much time leading with their product and product functionality. Product pitching typically causes buyer disengagement. A few years back Forrester found that 80% of executives believe meetings with sellers are a waste of time...

​Deal Drift Most mid-stage deals are poorly qualified . Recent research from Xant (formerly InsideSales.com) on more than a quarter million sales deals shows that only 28% of closed deals are predicted accurately 90 days out, and the actual close amounts differ by 31%...

Cold Calling is Dead When the Internet, then email, then social media came along to transform the way people and businesses communicate, the “death of the sales representative” was widely and broadly predicted. Even Neil Rackham, creator of SPIN Selling asserted in...