Search

There is a lot of buzz  currently circulating on the subject of “predictable revenue”; there are various authors and pundits who claim that revenue can be predicted with accuracy. In some isolated cases this might be true, but in most cases—especially in the higher-end B2B sales arena—it is a fallacy. There is considerable difference between sales ...

What is the sales pipeline? A sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed ...

As previously noted in this blog and in many other places, the B2B sales landscape has changed dramatically in the information age. Thanks to the plentiful information available online, some 70 percent of a buyer’s decision is made before ever speaking with a member of a sales force. It means that sales reps must be ...

In this series of articles on economic philosophy applicable for the sales force and sales management, we’ve been stressing certain entrepreneurial principles and their importance in sales and commerce. We have seen how empowering it can be to understand some of the root economic principles that guide sales and commerce, and how that understanding can ...

As a salesperson, you are engaged day-in and day-out in moving deals toward closes. You have most likely given little thought to what your activities might mean in the grand scheme of things, to the world at large. If you have, you might have even brushed them off as having little to no consequence. But ...

Continuing our series on economic theory and its application to sales, we here take up an extremely important factor: sustainable value. As you will see, it has an intrinsic application to commerce, the sales force, and in fact personal lives and even the activities of nations – and is one of the key aspects in ...

Next up in our series on how economic philosophy can be readily applied in sales, we will take a look at a factor called comparative advantage and how it can greatly assist sales management. The term is normally used to describe the ability of a party to produce a particular good or service at a ...

With buyers being informed by the internet and making some 70 percent of their buying decisions before ever speaking with sales reps, salespeople must be more savvy than ever in their understanding of prospect companies and their needs. This depth of understanding is what is referred to as insight selling, and today is the central ...