Subtext is the Tricky Part of Sales Intel
AUTHOR’S NOTE: This article, and my strength is talking to people who are already committed to selling large B2B service contracts, and I want to take them further. Therefore this article [...]
Where to Find What B2B Customers are Buying
B2B customers only buy what helps them achieve their: Business goals (corporate & departmental); Regulatory requirements; Social responsibilities; And/or personal ambitions. End of story. So [...]
6 Time Zones in Pursuit of a Major Sale
A major pursuit in B2B sales is the process of hunting a whale of a contract. Hunting those large dollar, multi-year, behemoths is dictated by a calendar. And that calendar is further divided up [...]
The 57% That Changed Selling
If ever there was one research fact that screamed to the world that “B2B selling” had been atomized and reassembled into a new animal, it is this: Today’s business buyers [...]
Sales Intel: 4 Painful Things You Need to Know
Sales intel is supposed to be the intelligence that increases wins. But sales reps can never get enough of the good stuff to hit it out of the park with predictable certainty. That’s [...]
