by Bob Apollo Follow @bobapolloAugust 20, 2016 One of the fundamental capabilities that distinguish top sales people – and top sales organisations – from the rest is their ability to accurately qualify sales opportunities from a relatively early stage in the sales process. Effective qualification is important in any sales environment, but it’s absolutely critical … Continue reading A Far Better Way to Qualify Complex Sales Opportunities
by Richard Ruff July 6, 2016 Follow @saleshorizonsJuly 6, 2016 When comparing small transactional sales to large complex sales, the differences in the buying process are difficult to overstate. In a complex sale, the buying cycle is longer with more twists and turns; more buyers are involved both as individuals and as committees, and the … Continue reading Navigating the Byzantine World of the Complex Sale
by Joan Harbin May 25, 2016May 25, 2016 If you aren’t managing the benefits expected from the project (assuming they were identified before the project commenced) the probability of them being realized is low. We recently addressed the “Big, Small, Quickly” approach to managing complex projects. Diving into one piece of that — it is … Continue reading Manage Complex Projects – Manage Project Benefits, Not Just Deliverables
Dave BrockSeptember 7, 2015 I’m the proud “parent” of two cats, Sammy and Harley. As with most cats, they are fiercely independent, tending to do what they want to do, rather than what my wife and I may want them to do. (To long time followers, you’ll recognize them, I’ve written about them before.) While … Continue reading “Herding Customers” Through Complex Buying Processes
Ken SundheimJune 24, 2015 If you’re going to go for a job, you might as well take the time to focus, properly prepare and get the position. Naturally, this entails integrating complex business ideas so you appear competent, intelligent and knowledgeable to the interviewing party. Below, we will show you how to integrate some complex … Continue reading Complex Interviewing Strategies For All Levels
Graham Jones November 19, 2014 Simplicity of brand message is connected to company performance The chances are you have been to a business networking meeting and asked a newcomer “what do you do?” only to get some lengthy description of a wide range of services, leaving you none the wiser as to what their business … Continue reading How Simple Is Your Message? LinkedIn Is Too Complex
By Wolfram van Wezel, Published October 29, 2014 The Early Bird Gets The Lead In my last post, The Secret of Lead Generation for the Complex Sale — Part 1, I told a tale about two different sales approaches. One salesperson works like a sprinter, looking for a fast sales cycle and a quick close. … Continue reading The Secret Of Lead Generation For The Complex Sale — Part 2
