Synopsis: The Foundational Approach to Sales centers on understanding markets and clients for successful long-term sales. It focuses on three pillars: thorough market analysis (including trends, competition, and regulations), deep client insights (organizational structure, decision-makers, and objectives), and value articulation. The approach emphasizes stakeholder mapping, market position analysis, and strategic alignment. Success requires identifying internal [...]

For large B2B sales, this framework should be implemented to achieve superior and consistent sales. Professional B2B sellers are not "order takers.” They must be subject matter experts offering unique and compelling ways to fix problems. In a nutshell, they must:​ ​ Understand IN DETAIL their solution strengths and weaknesses.​ Understand IN DETAIL the strengths [...]

Unlocking Market Potential Total addressable market (TAM) is a term that describes the maximum amount of revenue that a product or service can generate if it captures the entire market. It is a valuable metric for both new and existing businesses to evaluate the potential of their products or services and decide how much [...]

The Key to Accelerating Organizational Growth Although you didn't plan on it, finding, connecting with, and signing contacts will be the main focus to grow your organization. Sales are the backbone of every business, irrespective of its size and type. In simple terms, sales are the process of exchanging goods or services for money. As [...]

Your most important meetings every day are with current and potential clients. This is your chance to connect and understand their needs, wants, and where they aim to go as individuals and as an organization. Leaders at all levels need to put the necessary effort into having productive conversations. Often staff will show up unprepared, [...]