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Sales B2B

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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Qualification and Forecasting: what ultimate resp do.
 Qualification and Forecasting: what ultimate resp do. 1024 683 Bruno Sireyjol
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The most common view about sales processes is that probabilities should be attached to sales stages. It makes sense: as you move forward, complete relevant activities, and tick off your exit criteria, the probability of closing the deal should increase. Here’s the truth: probability management gives a comforting feeling of control. It’s helpful for transactional…

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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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Leadership: passion and resilience, lessons from Phil Knight.
 Leadership: passion and resilience, lessons from Phil Knight. 750 423 Bruno Sireyjol
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Reading is an integral part of the entrepreneurs’ and leaders’ journey. Namely if you work in consulting, your experience and knowledge will quickly expire if you don’t nourish your brain and broaden your perspectives with new ideas and concepts. Reading brings food for thought. But there is so much to do, and so much to…

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Sales: the magic formula.
 Sales: the magic formula. 1024 576 Bruno Sireyjol
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The number of testimonies from Entrepreneurs on LinkedIn who complain about spending too much time with prospects who eventually stay with their current vendors or do not make any decision is massive. Surprising as it may seem, the situation is no different with our customers. Sales executives, and not only junior reps who learn the…

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