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…