On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
I’ve noted that many of the most successful, seasoned sales and presales folks use the term “invest” when discussing price and value with prospects
“Spend” vs “Invest” Read More »
That’s good, right? Nope. They didn’t take action yesterday, or the day before, or the day before that, or before that… Every day that
“They Said They Need It Yesterday…” Read More »
“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of: Intro – with a reverse! Experiences
The Sales Hustle Podcast – Great Demo! & Doing Discovery Insights Read More »
Sadly, if you are in B2B sales or presales, an average of 45% of your time is wasted in sales opportunities that go… nowhere!
How Much of Your Time Is Wasted in No Decision Outcomes? Read More »
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time Read More »
Do No Decision outcomes increase during economic downturns? What do you think? What is the impact?
Do No Decision outcomes increase during economic downturns? Read More »
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Ecotones, such as coastal and mountainous regions, are
Presales: A Multi-Dimensional Cultural Ecotone Read More »
I joined Matt Madden for this 1-hour exploration of your first few steps into presales and opportunities to accelerate your journey. We discussed: The
Considering Presales? Interviewing? Newly Hired? Check Out This Path to Presales Podcast Read More »
What Are the Advantages of Doing Better Discovery in Challenging Economic Times? Higher likelihood of achieving your objectives Reduced risk of being laid off
What Are the Advantages of Doing Better Discovery in Challenging Economic Times? Read More »
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