Why Your Sales Process Starts Too Soon
Share this article Facebook Twitter LinkedIn Why Your Sales Process Starts Too Soon The Intersection Has Moved In the past, sales began with a handshake, a brochure, and a firm pitch. Sales reps approached buyers early, full of enthusiasm and a bag of features. Buyers, by contrast, waited to be educated. But today, the buyer […]
Why Sales Funnels Aren’t Buyer Journeys And How to Bridge the Gap
Share this article Facebook Twitter LinkedIn The Sales Pipeline Illusion: Why Your Funnel Looks Full but Isn’t Flowing In today’s B2B sales world, there’s a lot of buzz about buyer journeys. But here’s something many sales teams quietly struggle with: they’re still stuck managing sales funnels. And while both concepts are important, they are not […]
The Sales Pipeline Illusion: Why Your Funnel Looks Full but Isn’t Flowing
Share this article Facebook Twitter LinkedIn The Sales Pipeline Illusion: Why Your Funnel Looks Full but Isn’t Flowing Sales teams love a full pipeline. It’s a sign of momentum, of progress, of a thriving business. But what if that full pipeline is actually a mirage? What if most of those deals are nothing more than […]
Do You Have a Sales Skills Problem or a Lead Generation Problem?
Share this article Facebook Twitter LinkedIn Do You Have a Sales Skills Problem or a Lead Generation Problem? In conversations with senior sales leaders across industries, a recurring concern has surfaced: sales cycles are lengthening, decision-makers are harder to reach, and breaking into new opportunities feels increasingly complex. These challenges prompt critical questions about the […]
Mastering Sales Success: Aligning Strategy with Flexibility for Competitive Advantage
Share this article Facebook Twitter LinkedIn Mastering Sales Success: Aligning Strategy with Flexibility for Competitive Advantage The ability to strategically align your sales process with organisational goals while remaining flexible to changing customer needs is a critical driver of success. SPANCOP—a proven framework that takes prospects through the stages of Suspect, Prospect, Approach, Negotiate, Close, […]
SPANCOP’s Impact on Sales: The Ultimate Guide to Structured Success
Share this article Facebook Twitter LinkedIn SPANCOP’s Impact on Sales: The Ultimate Guide to Structured Success In B2B sales, a structured and systematic approach is often the key to sustained success. Enter SPANCOP, a seven-stage sales methodology that revolutionises how teams manage their pipelines and engage prospects. Short for Suspect, Prospect, Approach, Negotiate, Close, Order, […]
Beyond Basics: Transforming Your Sales Process for Maximum Impact
Share this article Facebook Twitter LinkedIn Beyond Basics: Transforming Your Sales Process for Maximum Impact The results from our Sales Process Maturity Report are in, and it seems that there is still room for improvement when it comes to value creation from the sales process. With 57% of respondents scoring Novice in this category, it […]
