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Category Archives: Sales Strategy
What Constitutes a World-Class Sales Organization
I was asked recently by a long-term client, “What makes the difference between an average sales organization and one that is world-class?” Great question – and one that deserved some forethought to answer. So, after a few long flights and … Continue reading
Deal Coaching is a Lost Art (Part 3 in a series)
What really holds us back Please note: Peter’s new eBook, Coaching is a Lost Art is now available via PDF http://www.complexsale.com/ebook-lost-art.html and can also be found via Kindle and other reader platforms It seems so simple – deal coaching doesn’t take … Continue reading
Root Causes of Losing Deals You Can’t Afford to Lose (2nd in a series)
Losing is not a one dimensional challenge. The problem is almost never just a coaching problem. You can’t just focus on developing tools and tactics to defeat your most formidable competitor and then “hope” your win rate rises dramatically. Continue reading
Deal Coaching is a Lost Art – First in a Series
Based on these three dimensions and some well-respected research on the topic, I can say with conviction that effective deal coaching is a lost art Continue reading
The Root Causes of Losing Deals You Can’t Afford to Lose
Sales organizations, large and small, spend millions of dollars annually on sales process, sales methodologies and sales training and more often than not end up disappointed with their ability to improve their overall sales results. They’ll often assume that the primary problem is that they chose the wrong sales effectiveness firm to work with and they’ll choose another firm – only to find that the same problems continue to exist. In reality, unless they can find the root cause of the sales deficiency, they’ll continue to chase their tail, and spend far too much money doing so.