In consultative selling, the seller may see a deeper problem than the buyer recognizes. But even a well-diagnosed problem doesn’t guarantee a deal will move forward. Understanding how the buyer sees the problem can help explain why promising opportunities stall and what the sales team might do next.
How do your best customers actually buy?
Your best customers have more in common than who they are. They often share patterns in how they buy. Understanding that buying motion can help you recognize meaningful progress and design a sales system that better supports how customers actually buy.
Your Pipeline Tracks Time. Does It Also Track Pace?
Sales teams often build pipeline stages around buyer milestones. But what happens between those milestones still depends on judgment. Understanding whether a buyer’s pace makes sense can help distinguish a deal that’s simply slow from one that’s starting to stall.
Before You Change the Tool, Change the System
Before you change the tool, change the system. The tool is rarely the real question. The real question is about the system underneath it.
Business Owners Focus on AI Opportunities, Not Threats
I was at an event recently where the audience were SMB business owners. The speaker likes to use fear-based marketing to draw a contrast to what she is advocating. She was painting a picture of all the risks and uncertainty that business leaders have to deal with. A laundry list of common risks for business […]
Recurring revenue matters because it fuels your business
Recurring revenue matters. Imagine a sales engine that not only fuels your business today but keeps running month after month, year after year. That’s the power of recurring revenue. 🚀 One pattern stands out among successful sales teams: businesses with a strong recurring revenue model experience more predictable growth and resilience during market shifts. Here’s […]
