Most sales dashboards show what happened. Revenue, quota attainment, pipeline coverage, and conversion rates are some of the common metrics that sales dashboards track. Although these numbers provide an understanding of what has occurred in your business, they often fail to explain why it occurred. Was there a decline in win rate due to objection […]

Complex B2B sales are rare when a seller forgets to send just one last email. In reality they occur because of poor understanding of the real nature of the decision making process. Who holds the purse strings? Who will really use the product? What stakeholders will have a say so in purchasing this product? Are […]

Most of the time your customer doesn’t want a better pitch, they want a good enough reason to make the leap.  Yet most discovery calls do just the opposite. If during a call, you get an indication of a “surface level” problem (a problem the customer recognizes) you know where they are in terms of […]

Sales closing has a bad reputation, and frankly it earned one. For years, sales training taught reps to memorise clever lines. As a result, buyers learned to spot the trick coming a mile off. But a close is not a trick. Instead, it is simply the moment you ask someone to decide. So the only […]

If you’ve looked at more than two of these tools, you’ve probably noticed they all describe themselves the same way, and none of it helps you work out which one you should actually buy. So we sat down and compared ten of them properly. We looked at whether the AI buyer pushes back, whether the […]