What Can We Learn from the Detritus of a Deal?

By Michael Perla

 

An IDC survey this year found that only 55% of large B2B organizations have a formal win-loss analysis program in place.

Continue Reading

How Do You Know Your Sales Process is Working?

By Warren Shiver

If you want to understand your sales process, start by asking why you’re winning or losing your deals. This simple question can uncover a whole host of misalignments -- and misalignments are what plague the sale process in most companies. For example, ask your sales team the number one reason they lost deals, and they’ll likely say price.

Continue Reading

Lists by Topic

see all
Multigenerational Selling Events

Posts by Topic

see all