Enterprise purchases take time and involve multiple steps to close. When deals stall it's often due to the internal influence required on th...
The second D (Dp) in MEDDPICC stands for Decision process. Coupled with Paper process, this D defines the roadmap to the customer outcomes –...
Identifying a Champion is one thing—but using them effectively during the closing phase is what separates high-performing sales teams from t...
Making the leap from working with a Champion to securing a meeting with the Economic Buyer (EB) isn’t always straightforward. But gaining bu...
Having reviewed countless deals and forecasts over the years, we’ve often seen salespeople mistakenly believe they’ve identified a Champion....
Enterprise selling inevitably comes with fierce competition. Competitors are everywhere, and the world is a noisy place that can distract cu...
Buying groups are evolving. Gartner and Forrester now cite an average of 10–12 individuals involved in the decision-making process for enter...
Correctly identifying Champions early in the sales process will significantly impact the conversion rate of your opportunities.
Champions, ...
 When we think about B2B sales, we think of complex deals, lengthy negotiations, and multiple stakeholders. However, at the core of every su...
In uncertain economic times (frankly, that’s always!), maintaining a healthy pipeline is crucial for achieving revenue with control. A well-...
"Pipeline cures all ills."
Developing a sustainable way to generate pipeline is therefore crucial to achieving consistent success. Â
In th...
Far from simply overseeing advertising campaigns or ensuring brand consistency, the Chief Marketing Officer (CMO) has emerged as one of the ...
The role of a Chief Financial Officer (CFO) is multifaceted and challenging. It requires a keen balance of strategy, leadership, and financi...
A Chief Revenue Officer must navigate a complex set of responsibilities, including driving revenue growth while ensuring customer retention,...
The role of the Chief Information Officer (CIO) has evolved significantly over the years. Once primarily focused on managing IT infrastructu...
