by Thomas Boerve | Dec 28, 2019 | FEATURED, SALES, SALES FEATURED, TopLeftFeature (2nd part)
While “consultative selling” has been a hot topic for decades now, the truth of the story is that very few organisations have really needed it and even less ever gotten around to really practice it. Between most B2B organisations, the majority of buying and selling...
by Thomas Boerve | Dec 19, 2019 | SALES, SALES FEATURED, TOPFEATURED, TopRightFeature (2nd part)
For many years, the typical medicine for declining revenue growth in B2B organisations was quite simple; improve salesforce capabilities through training, enablement, and coaching to grow sales. But with average sales rep performance on a 5-year decline, despite an...
by Martin Nyvang Mariussen | Mar 7, 2019 | SALES, SALES FEATURED, TopLeftFeature (2nd part)
There are two important changes taking place in B2B sales & marketing these years: Buyers complete more of the buying process without meeting sellers physically (now buyers complete 70% of the buying process without any vendor contact, according to Forrester...
by Martin Nyvang Mariussen | Aug 7, 2018 | SALES, SALES FEATURED
“…In complex sales, the performance gap between top and average sales reps is 300% and this is widening as the average rep is experiencing a more complex buying environment” 22% of B2B sales reps are expected to be made redundant by 2020. Especially...
by Martin Nyvang Mariussen | Aug 7, 2018 | SALES, SALES FEATURED
“…In my view designing for real change in a sales organisation requires more than a generic “change management technique” sprayed on and around a standard training concept. Change management needs to be an integrated part of the initiative. Some change...
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