Everyone recognizes that focus is one of the key elements in driving the performance of your sales organization. Most organization resort to the pragmatic approach of ‘focus on the top deals’, often augmented with a time dimension like ‘that we need to close in the near future’. I’m regularly surprised by how true the 80-20 […]
Using the 5 Why’s to identify the real Customer need
One thing is clear: your product is not the real Customer need. They might be asking for your product, but that is only because they think it might be an appropriate solution to fix their need. Fact is that the vendor that best understands the Customer need has the best chance of winning the […]
Insights from your Sales Data: Can you trust your Sales Funnel?
Plan, do, check, act. Most Sales Manager are quick in in taking actions based on insights from their Funnel. But can they trust their insights? Your insights are limited by the consistency and quality of the data in your Sales Funnel. You can only build reliable consolidated insights if your team is consistenly using the […]
Getting faster at loosing new Business
The objective is common in B2B Sales: we need to close more deals in less time. The approach to get there is often common as well. A focussed improvement effort on how they can close a deal faster. They calculate the average number of days it takes to win a deal, and, then try to […]