There are performance fundamentals required for winning the complex sale, ranging from core performance skills like asking questions and active […]
In complex sales, “one size does not fit all” is a cornerstone proposition. There are no generic customers; hence, there
Each year companies develop and launch a dazzling array of new products. Some are modifications or minor upgrades of last
In complex sales, what is worse than doing a good job chasing bad business? Not much. In complex accounts, there
Catherine Russell holds the distinction of acting in the same play, The Perfect Crime, for over 30 years – earning
Justifiably, salespeople are always looking for that next new, big opportunity. But while all new, big opportunities initially look like
The last couple of years have produced a number of challenges for those engaged in the complex markets. Some of
Although few salespeople would likely admit it, rather than playing to win, they play not to lose. Playing not to
Today, most senior leaders in B2B companies agree that having a superior sales team matters. Although it is difficult to
Networking is simply getting the right message to the right person at the right time. Fundamentally, networking is about knowing
