by Tom Saine & Tom Williams | Oct 31, 2016 | Complex Sales, Sales, Sales Management, Sales process
There are many stumbling points in completing a complex sale—conducting effective meetings with senior executives, delivering compelling presentations, selling to committees and crafting messages that convey value. It comes as a complete surprise to us that...
by Tom Saine & Tom Williams | Sep 19, 2016 | Opportunity Management, Sales, Sales & Marketing, Sales process, Sales Strategy
As buying processes become more complex, sellers find it increasingly difficult to identify all of the stakeholders and buying influences. There are two over-riding reasons. First, the seller never bothered to “map” the buying process in the target organization. ...
by Tom Williams & Tom Saine | Mar 14, 2016 | Sales Effectiveness, Sales Management, Sales process
Yes, you read the headline correctly. In 2015 the average win rate of forecasted deals was a meager 45.8% according to data provided by CSO Insights, a division of MHI Global.1 The statistic is not pretty and it’s not one that sales representatives, managers or vice...
