— This tag covers B2B sales strategies and techniques focused on the 'closed circuit' approach. It includes insights into effective sales methodologies and business development. —
The career path that built well-rounded revenue leaders has quietly vanished — and Manderevich argues that loss explains most of what's broken in B2B sales today.
If your pipeline feels broken, it might be because someone in 2011 decided to specialise away the one thing that actually worked.
If your sales team gets paid before the customer pays you, this conversation will make you rethink your entire comp structure.
If your best pitch still loses deals, the problem may not be your product — it may be that your proposal talks about you instead of them.
The insight that nobody reads your proposal — and what to do instead — is the kind of obvious truth that takes years to act on.