Blog

13th June 2018

The opportunity to power CRMs for sales and provide a forensic understanding of opportunity management.

The Opportunity – bringing science to the art of selling CRM opportunity management and stages of sale progression for B2B sales all include modules on the […]
11th May 2018

Does CRM opportunity management support predictable sales forecasts?

All too often, opportunity management in CRM does not allow Sales Leaders to objectively see how well sales are progressing or pipeline quality. These are serious […]
24th April 2018

Life is the Summation of Small Problems

I learned a great deal from my mentor – Dermot Bradley – the inventor of the SCOTSMAN® qualification tool and Commitment Based Selling. I have a […]
28th March 2018

How you can increase profits and revenues through marginal gains?

The journey and upward trajectory of British cycling is well documented (even though they have had some bad press recently). In the span of 8 years […]
21st March 2018

Add Value to Stay Alive

The 2015 report, “Death of a (B2B) Salesman,” by Andy Hoar, VP and Senior Analyst – Forrester Research, projected that 1 million sales professionals, or 22% […]
13th March 2018

How Can You Double Your Sales? A Play in One Act

Scene: Enter Mike Wilkinson and Salesperson Mike: You are involved with big complex deals that can take many meetings to drive through. What resource stops you […]