Running your deal reviews like a drill sergeant might seem productive but its unlikely to deliver the outcomes you need.  The purpose of review is to identify deal risks and opportunities,…

Sales forecasting is most typically seen as the domain of sales leadership, rather than individual contributors. But I think that's a missed opportunity. In fact, my experience has shown that…

Last week’s post is focused on how sales leaders can create an optimal deal review process for their team.  This post focuses on how individual sellers can maximise the value…

Last week I wrote a “what not to do” post about reviewing sales opportunities. Now you know what bad looks like, I wanted to share some of my tips for…

Sales as a profession has always had its share of stress. In the early days of my career, the activity that caused stress levels to redline for most sellers was…

I was chatting to a good friend and mentor on the weekend, discussing my new role leading Prevu and the need for a specialist forecasting platform in modern B2B sales.…

It’s a question I have been asked many times.  And it has a surprisingly simple answer. Sales process tells you where your deal is in the buying cycle. It indicates the…