As bullfighters have to calculate their every move when competing in an arena, so do sales representatives when closing a deal. Strategy is of fundamental importance and every step counts in the process, leading to an eventual victory or loss. A matador's […]

BANT, the acronym standing for Budget, Authority, Need and Time, was until recently considered as an impeccable guide, 4 step checklist used by sales representatives to best qualify leads and win opportunities. As almost everything in this fast paced […]

How well did you close your quarter? Do you have the impression buyers are interested in your product but you have difficulties closing? Are buyers procrastinating too much? If yes, then probably creating urgency is what you need to speed up the sales […]

Before going deep into detail about the aspects and actions of a B2B buyer, it is fundamental to understand the difference between B2B and B2C buyer psychology. Attracting potential B2B consumers with one-strategy-fits-all assuming that buyers are all […]

Have you ever considered that the sales method you are adopting might not be fit for your team and respective goals? Imagine when you have to buy a new pair of shoes (very often in my case). You browse around the store, you pick a pair (or a couple) […]

When working in the selling business, every bit of information one can gather, is of vital importance for the accomplishment of a sale. Nowadays, it is easy to lose track of what happens around us, but even more to be able to filter and pin point the […]