Tag: demand progression
The real objectives of the discovery stage in the sales process: Identify, intensify and internalize
Most sales professionals approach the discovery stage of the sales process as a time to gather information about their prospect.
How to reframe buyer objections to positives
When a buyer objects, you may think your sale is heading south. But in fact, often the final stage for
How many business strategies does it take to grow a company?
Most enterprises talk about their business strategy as a singular entity with a singular focus. Yet, in reality four distinct
Dive inside the mind of your buyer — and discover a solution to serve them
I see this issue often: A salesperson engages their buyer a couple times, getting a feel for their business and
4 Pitfalls sabotaging your proposals
Oftentimes when we get to the proposal stage with a client, we assume their business is a sure thing. But
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
