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Sales qualification: focus on the damn phase!
 Sales qualification: focus on the damn phase! 1024 562 Bruno Sireyjol
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From prospecting to closing, Sales qualification frameworks are essential tools for navigating the sales journey. From BANT to MEDDIC, the market offers plenty of options to structure your approach. If you are familiar with The Bold & Sharp Workbook on Qualification, you know that qualification frameworks should not be confused with sales methodologies. You know…

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B2B Sales The 11th Hour Negotiation
 B2B Sales The 11th Hour Negotiation 1024 683 Bruno Sireyjol
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In a well-monitored sales cycle, pricing negotiation should rarely, if ever, be necessary. Proper management of the sales process ensures alignment with buyer expectations at each stage and a smooth progression through the decision-making phases. If your exit criteria are well designed and generate a mutual interaction and validation of irrefutable buyer signals such as…

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B2B Sales: “DUNCK©” the Blocker.
 B2B Sales: “DUNCK©” the Blocker. 1024 683 Bruno Sireyjol
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In every sales journey, you’ll encounter a variety of buyer personas. Among them, the blocker can be the most challenging. However, a blocker isn’t always an obstacle; sometimes, they can be turned into an asset. The key lies in identifying their true role and motivations. Let’s break this down using the DUNCK© framework created by…

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Selling to Power: the CEO fatigue.
 Selling to Power: the CEO fatigue. 1024 683 Bruno Sireyjol
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In the world of B2B sales, getting access to power granted is often highlighted as a cornerstone of complex sales methodologies like Solution Selling or Target Account Selling. When done well, the challenge of gaining access to key decision-makers becomes an opportunity to get early blessing, accelerate sales cycles and elevate you as a trusted…

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Scenario Planning – Part 1: A Strategic Tool Within Reach for Sales Leaders
 Scenario Planning – Part 1: A Strategic Tool Within Reach for Sales Leaders 1024 713 Bruno Sireyjol
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As sales leaders rise in the hierarchy, sales skills tend to fade in favor of other competencies such as innovation and strategy. Scenario planning is one of the strategic tools to master.   In our article on Blue Ocean Strategy, we emphasized that concepts like the value curve and the four actions framework aren’t reserved…

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You’ve got a lead, now what?
 You’ve got a lead, now what? 1024 683 Bruno Sireyjol
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Attention B2B hunters! Got a good lead? The next step will make all the difference. You’d better start your first meeting in style and avoid the mistakes of the average salesperson.   Congratulations! You have mastered the art of generating a robust sales pipeline and dispatching the pipeline workload between you, your lead generation and…

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Chacun voit MEDDIC à sa porte.
Sales: everyone sees MEDDICC as ones pleases.
 Sales: everyone sees MEDDICC as ones pleases. 1024 585 Bruno Sireyjol
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Sharing the Bold & Sharp Workbook On Qualification was the occasion for many exchanges. Here’s a look back at the main topics raised, which deserve some clarification, starting with MEDDIC, MEDDICC, MEDDPICT and IMCCDDE.   MEDDIC is a Qualification Framework: MEDDICC has a strong following, and that’s a good thing. We prefer W10, by far.…

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Sales: Playing when the dice are loaded.
 Sales: Playing when the dice are loaded. 1024 682 Boldandsharp
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Every sales executive has experienced the delicate situation where an RFP or a RFP like demand is received from a buyer out of the blue. The deadline is for tomorrow and the request is detailed enough to assume that your prospect has been thinking about the best solution to solve a business problem for a…

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Bold & Sharp Sales Operations Index
 Bold & Sharp Sales Operations Index 1024 510 Boldandsharp
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Sales operations are supposed to be the armed wing of sales organizations. From goals setting to compensation programs, from sales enablement to best practices adoption, they should be the ideal partner that helps sales organizations focus on what they are paid for : selling more and selling better. How come sales ops are so much…

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Challenger Sales method : 5 mistakes to avoid.
 Challenger Sales method : 5 mistakes to avoid. 1024 521 Boldandsharp
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Challenger Sales is the most innovative sales methodology since Solution Selling. Oddly enough, it is sometimes criticized or berated. Some detractors argue that it merely reformulates established sales principles that belong to the ABC of selling. That is why we demystify the approach. Some question the foundation of the Challenger sales journey: it starts with…

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