SPANCOP’s Impact on Sales: The Ultimate Guide to Structured Success
Share this article Facebook Twitter LinkedIn SPANCOP’s Impact on Sales: The Ultimate Guide to Structured Success In B2B sales, a structured and systematic approach is often the key to sustained success. Enter SPANCOP, a seven-stage sales methodology that revolutionises how teams manage their pipelines and engage prospects. Short for Suspect, Prospect, Approach, Negotiate, Close, Order, […]
Beyond Basics: Transforming Your Sales Process for Maximum Impact
Share this article Facebook Twitter LinkedIn Beyond Basics: Transforming Your Sales Process for Maximum Impact The results from our Sales Process Maturity Report are in, and it seems that there is still room for improvement when it comes to value creation from the sales process. With 57% of respondents scoring Novice in this category, it […]
Cutting to the Chase in B2B Sales: The Budget Talk and SPANCOP
Share this article Facebook Twitter LinkedIn Cutting to the Chase in B2B Sales: The Budget Talk and SPANCOP In the world of B2B sales, we’ve all been there: the moment when you walk into a meeting knowing that the budget conversation needs to happen. You know it. The buyer knows it. Yet, instead of addressing […]
Bad Customers Rarely Become Good, But Good Customers Can Become Bad: A Sales Trap We Must Avoid
Share this article Facebook Twitter LinkedIn Bad Customers Rarely Become Good, But Good Customers Can Become Bad: A Sales Trap We Must Avoid We’ve all heard the old adage: “A bad customer is a bad customer, and that’s that.” It’s often a truth we acknowledge, knowing that some customers are simply too difficult to please, […]
The Art and Science of Sales Follow-Up: Striking the Right Balance
Share this article Facebook Twitter LinkedIn The Art and Science of Sales Follow-Up: Striking the Right Balance In the world of sales, follow-up is often seen as both a crucial strategy and a delicate balancing act. For many salespeople, following up can evoke a mix of emotions—ranging from the fear of being perceived as a […]
Everybody Wants to Be First…But Nobody Wants to Be First! Navigating the Paradox for B2B Sales
Share this article Facebook Twitter LinkedIn Everybody Wants to Be First…But Nobody Wants to Be First! Navigating the Paradox for B2B Sales I’ve been toying with an intriguing paradox I’m seeing in the training rooms and boardrooms of the business we work with; the understanding that everyone wants to be pioneering in how the talk […]
Measure what matters, don’t make important what can be measured. Key KPI metrics for effective sales development
Share this article Facebook Twitter LinkedIn Measure what matters, don’t make important what can be measured. Key KPI metrics for effective sales development. Data, data, everywhere! We swim in data, we have information about information and never before has it been as easy to find a measure on something. B2B sales leaders are often bombarded […]
Any Insights Yet? How to Create Real Change with the Power of Insight over Information
Share this article Facebook Twitter LinkedIn Any Insights Yet? How to Create Real Change with the Power of Insight over Information In today’s fast-paced business environment, the word “insight” is thrown around frequently, often losing its true meaning in the process. To demystify this critical concept, we sat down with Chris Kocek, author of “Any […]
Are B2B Leaders Allergic to Storytelling?
Share this article Facebook Twitter LinkedIn Are B2B Leaders Allergic to Storytelling? In today’s fast-paced, technology-driven world, effective communication is more critical than ever. B2B leaders, who often navigate complex organisational structures and decision-making processes, must find ways to connect with their teams, stakeholders, and clients on a human level. Yet, many leaders seem to […]
The Trojan Post: Why the New Cold Calling on LinkedIn Needs a Rethink
Share this article Facebook Twitter LinkedIn The Trojan Post: Why the New Cold Calling on LinkedIn Needs a Rethink We’ve all been there, right? We attend that networking event, that conference or spend weeks and months planning for that expo only for it to happen to us within minutes of being in the room. Worst […]
