Sales B2B

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

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

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

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

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

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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Sales B2B: the death of the Champion.
Sales B2B: the death of the Champion. 1024 576 Bruno Sireyjol

In B2B sales, the Champion is typically a stakeholder within the customer’s organization who plays a crucial role in helping sales reps navigate the complexities of the buying process. He or she positively impacts the chances of closing a deal. So much so that Customer Centric Selling and Value Selling sales methodology include the Champion…

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Sales: Playing when the dice are loaded.
Sales: Playing when the dice are loaded. 1024 682 Boldandsharp

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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Challenger Sales method : 5 mistakes to avoid.
Challenger Sales method : 5 mistakes to avoid. 1024 521 Boldandsharp

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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Negotiation Ninja
Negotiation Ninja 1024 541 Boldandsharp

Getting the best possible for yourself is what negotiation is all about. The best negotiators, know how to win with no or few concessions. It does not mean win/win approaches are for losers. But pricing discussion and discounting, which are often leveraged in sales to land deals, have little to do with a well conducted…

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Selling to the CFO.
Selling to the CFO. 1024 683 Boldandsharp

Access to power is the surest way to secure a sales process. Similarly, not being granted access to power should be interpreted as a warning signal. Even though Challenger Sales recommends that sales people focus on mobilizers as to create consensus and catalyse action in multi stakeholders sales cycles. Simplistic approaches may consider champions as…

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