In the mid-1990’s, when I was responsible for worldwide business development at Andersen Consulting (now Accenture), we were determined to find the key impediments to the firm’s long term growth and success. We concluded that our willingness to treat all clients and opportunities equally – in essence, our inability to prioritize client pursuits – was […]
Category Archives: Business Development
Deal Coaching is a Lost Art – Is Technology Helping or Hurting?
Is it possible that our abundance of enabling technologies has actually diluted sales people’s and sales manager’s time devoted to winning? Is the “tyranny of the urgent” that seems to describe their average day, one of the factors that has made deal coaching a lost art?
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 a couple of days of contemplation I shared the outline below with him. I’ll be […]
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 a lot of time (when done well) and has an obvious return on time invested. […]
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.