I recently came across an unusual sales opportunity for my company: thousands of potential seats (when our current average is around one hundred per client) from an industrial company (when our clients typically come from tech and professional services), and requirements combining software,...
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Our sales teams are based in Dublin, Ireland and Paris, France. However, our prospects and clients are all over the world. While at some point we will need feet on the ground, reaching such a widespread audience with a relatively small team has been one of the advantages of our sales process of...
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On holidays in the wonderful city of Istanbul, my girlfriend and I visited the famed Grand Bazaar. I thought we were “just looking," but we ended up buying two magnificent carpets. Here is the tale of a master class in sales.
Qualification: Don’t skip it
It all started when we spent a...
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Last month, an interesting article by CEB executives on the Harvard Business Review website pushed for a more creative approach to B2B sales. The arguments are familiar: well-informed customers, changing buying behaviors, and increased pressure on prices all contribute to the demise of the...
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Data is everywhere
nowadays, and thanks to the combination of cloud computing, data science and
enterprising companies, data analysis drives an increasing part of our lives. Yet human judgment continues to dominate B2B sales forecasting.
For example, the two most
common forecasting methods (the...
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The sales pipeline is your future revenue. It is
also a major source of uncertainty,
with lots of time and resources invested in monitoring. This creates risk, but what exactly is pipeline risk?
Understanding its nature is a prerequisite for achieving sales success and revenue.
There are three...
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B2B sales
forecasting is tricky because most B2B companies lack the large sales volumes
required by statistical forecasting techniques.
As a
consequence, B2B companies that care about their forecasts usually choose one
of two methods with notable
drawbacks.
How can
you mitigate the...
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