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Why Does Sales Training Have Such A Poor ROI?

Why Does Sales Training Have Such A Poor ROI?

The statistics certainly make for uncomfortable reading. According to a substantial body of published research – some of it by sales training companies themselves – only a tiny fraction (less than 15% seems to be the consensus figure) of…
Why the COI (Cost of Inaction) Always Needs To Come Before The ROI

Why The COI (Cost of Inaction) Always Needs To Come Before The ROI

If you’re selling high-value B2B…
Sales People Need To Act Like Personal Trainers, Not Bartenders

Sales People Need To Act Like Personal Trainers, Not Bartenders

In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure. Kent was contrasting the difference between…
What sets you apart

What Sets You Apart?

So – what sets you apart? It’s probably the single most important question that any organisation in a competitive market needs to answer. It’s the thing you want your customers to say about you. It’s the thing you want…
B2B Sales: Stop Rushing And You’ll Sell Faster

B2B Sales: Stop Rushing And You’ll Sell Faster

I’ve been called in by a number of clients who believe that they have a bottom-of-funnel sales problem. Their sales opportunities just seem to be piling up and getting stuck in the later stages of the sales pipeline. They…
Is Your Target Market Small Enough?

Is Your Target Market Small Enough?

It’s not a question that comes naturally to many CEOs or, let’s be honest, to most investors. Here’s the problem: for growth phase companies, all other things being equal, the…
Banning BANT: It’s Not How Big The Budget Is, But How Big The Issue Is

Banning BANT: It’s Not How Big The Budget Is, But How Big The Issue Is

Regular readers will know that I’m no great fan of the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales qualification. It might work for simple transactional sales in which the prospect has an already recognised need they…
The Challenger Conundrum: What If Marketing Isn’t Up To The Challenge?

The Challenger Conundrum: What If Marketing Isn’t Up To The Challenge?

As regular readers will know, I’m a great fan of the principles set out in the best-selling “The Challenger Sale”. But there’s an unspoken difficulty: what if the smarter members of the sales team “get it”, but marketing is…
3 Critical Questions For B2B Sales: Why Change? Why Now? Why You?

3 Critical Questions For B2B Sales: Why Change? Why Now? Why You?

Your company is facing an increasingly strong competitor – yet you won’t find them listed in any Google search of the key players in your marketplace. But this competitor is playing a powerful and often-undefined role in almost every…
Your Sales People Are Spending Too Much Time With The Wrong People…

Your Sales People Are Spending Too Much Time With The Wrong People…

…or at least, that’s the conclusion from a recent article in the Harvard Business Review. In it, the authors of the Challenger Sale reveal some fresh conclusions from the Corporate Executive Board’s ground-breaking research programme into B2B buying and…