Category: Demand Progression
Creating a proposal framework that closes
Tell your prospect a story. Recently we covered four common proposal pitfalls that are sabotaging your deals. Now we’re expanding
3 Immediate steps to engage buyers
We recently sat down with a client team to lead a sales enablement session. In the corner of the room
How to reshape the sales funnel and increase wins
How many times have you seen the iconic sales funnel used in a demonstration or sales training? I’m sure more
Derailing the deal, part 5: No value proposition
Do you ever feel like your deals are heading down the track toward success, but then somehow end up not
Derailing the deal, part 4: Me-too positioning and messaging
Do you ever feel like your deals are heading down the track toward success, but then somehow end up not
Derailing the deal, part 3: Status quo wins
Do you ever feel like your deals are heading down the track toward success, but then somehow end up not
Derailing the deal, part 2: Unqualified buyer
Do you ever feel like your deals are heading down the track toward success, but then somehow end up not
Derailing the Deal, Part I: Wrong Buyer Profile
Do you ever feel like your deals are heading down the track toward success, but then somehow end up not
Overlooked factors in private equity/venture capital investments
Are you considering making a private equity or venture capital investment? Or, are you the CEO, or a member of
What if the sales funnel was shaped differently?
We can all identify the image to the left — the iconic sales funnel. You have probably seen each layer labeled
