Breaking the Status Quo: Understanding Willingness to Change

When we talk about influencing a customer’s willingness to pay, there’s a step we often overlook—one that’s even more critical: willingness to change. In today’s sales environment, the status quo is often your toughest competitor. Studies suggest that up to 60% of sales opportunities end in no decision. These deals don’t fail because your product isn’t good enough or the …

Quality vs. Quantity in Sales Pipelines:

Why Quality Always Wins In sales, the health of your pipeline often determines the health of your business. But when it comes to building that pipeline, there’s a common debate: should you focus on quantity or quality? While having more opportunities might feel like a great idea, it’s the quality of those opportunities that truly makes the difference between mediocrity …

Sales Pipelines a Little Blocked?

Sales pipelines are often ineffective, filled with opportunities that aren’t going anywhere, no clear follow-ups in place and no real indication of when opportunities will come to fruition. Reviewing sales pipelines is an important task, but what are the steps that need to be taken? Pipeline management plays a critical role in effective sales forecasting. Accurate forecasting depends heavily on …

Apathy is alive and well – and you can’t afford it!

Apathy is alive and well…  Extraordinary isn’t it? At a time like this, when sitting back and doing nothing really isn’t an option, how many people are doing exactly that. Sitting back. Hoping things will get better. And they might – but then again, they might not, at least not for a while.  Are you still doing the same things you did 6, 12, …