To get the Challenger® Sales Model right, it is critical to identify and engage the stakeholders who matter most. In a recent blog post, we discussed how the most important stakeholders are known as the mobilizers. While it’s critical for sales teams to get the right...
The hardest thing about winning deals in today’s B2B landscape is that buyers don’t need you the way that they used to. Ten years ago, a sales rep could achieve success by focusing on the customer’s needs and selling them “solutions”. In the past, this worked because...
This is a guest post from Janice Mars, Principal and Founder at SalesLatitude. In working with different sales teams, I see a central theme emerge: how you look at key relationships at the account level can be very different than you do at the opportunity level. It is...
