Zombie Armageddon… And What it Taught me About B2B Sales
Nothing. Not really. I mean, maybe something like "Don't get bitten" or "Brains are tasty" or something to that effect. I cannot stand silly click-bait titles like this. And the reality is that B2B sales does not need another dumb sales metaphor. But if even for a...
It usually comes back to BANT
It happened. I jumped into a sales call and heard those dreaded words. The presales architect had identified the right solution based on requirements. They aligned the technology to the need and provided what they believed to be the right balance of capabilities to cost. And the prospect came back with, “this seems great, but it is tens of thousands more than the top budget we had approved.
Introducing the Presales Framework
After a work-life lived in first market research, followed by implementing CRM and Business Intelligence, I recently realized that my career has focused on a few key things. I have consistently worked to make people more capable in their own work. Be it by data, by...