https://www.comskicom.com/insights-thinking daily 0.75 2026-09-15 https://www.comskicom.com/insights-thinking/is-there-ever-a-single-need monthly 0.5 2026-10-20 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/4ba8451b-7ed0-4e1c-851a-e572c6e96a93/Needs+and+impratives.jpg Insights - Selling: Is there ever a single need that makes a business opportunity? - Unlike technical challenges which are visible and openly discussed, the imperatives are commonly hidden, and it is for the sales rep to actively seek them out and make them part of his or her solution. Only when you understand the imperatives can you say that you have truly identified the compelling need. In B2B markets, buying decisions are taken as a response to one or more of the three non-technical factors. As we validate and refine our understanding of the fuller needs of our potential customer we can, as sellers, taylor our offering to address them successfully. https://www.comskicom.com/insights-thinking/to-prospect-or-prosper monthly 0.5 2026-10-05 https://images.squarespace-cdn.com/content/v1/5fa1970517ade3303dbf7369/ad415a83-b652-4577-9e85-17f5690ff165/Opportunity+identification.jpg.png Insights - Selling: To prospect or prosper, That is the question! - Such segmentation does not need to be a massive operation, but more importantly when we take this more structured approach we can link it to the volume of new opportunities we actually need to deliver our growth. When you strip away foolish volume-based incentive schemes it will always be better to have a smaller number of opportunities that have a reasonable chance of being converted into business, than the scatter-gun approach associated with the word “prospecting”. 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