A technical challenge alone rarely makes a business opportunity. Real buying decisions come down to social, business, and political factors, hidden imperatives most sales teams never look for.

Prospecting often skips right past existing customers. Here's why a more balanced approach to identifying new opportunities is the fastest path to new business.

Struggling to explain why the same product costs different amounts in different places? Here's how to build a pricing structure you can defend with confidence.

Many projects need close collaboration between suppliers, but rarely is this considered when selecting them.

Complex deals are not more complicated versions of regular deals. They are a different discipline entirely — and treating them the same way is where most teams go wrong.

Most sales training covers sensible ground. The problem is the assumption underneath it — that technique can be separated from commercial thinking. It cannot.

When the primary question is "how do we avoid picking the wrong supplier," the process becomes defensive. There is a better question to start with.

Inherited a team that's more zoo than A-team? Here's how to turn that mismatch of skills into your biggest advantage.