To improve, something must change, but not everyone wants to change. This article looks at ways to overcome this, drawn from my personal experiences. Change drivers The need, desire or pressure to improve is a constant factor in many people’s lives. The need is usually driven by necessity, the desire is usually driven by personal…
Change is an ever-present business theme. But, if you Google ‘what percentage of change initiatives fail?’, the answer is 70%, with little sign of improvement. I’ve worked on change programmes for many years; some triumphs, and some disasters. I’ve learned that successful change is only achieved when the people it affects buy-in to the programme…
In the first blog in this series, I stated that in my opinion, there are only two headline activities required to increase your win ratio, namely: Continuous, ruthless ongoing deal qualification. Developing a customer-aligned win strategy for the surviving deals In this post, I’m going to focus on the former; continuous, ruthless deal qualification. The brutal truth…
In the first blog in this series, I stated that in my opinion, there are only two headline activities required to increase your win ratio, namely: Continuous, ruthless ongoing deal qualification Developing a customer-aligned win strategy for the surviving deals In this post, I’m going to focus on the latter; developing a customer-aligned win strategy for the…
How to increase win ratios has always been a hot topic in the world of B2B sales, with millions of blog posts about how to achieve this. I’ve often joked that the answer is simple; just don’t pursue the deals you’re not going to win. Logical. So why don’t people simply focus on the winnable…