Entries by Bryan Gray

“The Long Goodbye” AKA The Extended Sales Cycle

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Extended sales cycles are NOT an indicator of positively developing relationships, argues Bryan Gray of Revenue Path Group. Quite the opposite. They are one of the Five Great ThreatsThreats What the primitive brain will act on. Whether real or perceived, the brain prioritizes acting on threats above and beyond any other action. This hurts sellers who are unable to connect the real impact of their product/service to a prospect’s threats. to revenue growth through effective selling. Don’t Let Yourself Get Sold on the Long Sales Cycle Let’s be honest. There can’t be many of us who […]

Is Your Sales Pipeline A True Business Lifeline? Or Does It Risk Going Flatline?

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Even a regular flow of orders is NOT the same as a true pipeline, argues Bryan Gray of Revenue Path Group. A pipeline that in reality is only at best a dotted line – with serious underlying business health issues – is one of the Five Great ThreatsThreats What the primitive brain will act on. Whether real or perceived, the brain prioritizes acting on threats above and beyond any other action. This hurts sellers who are unable to connect the real impact of their product/service to a prospect’s threats. to revenue growth through effective selling. Don’t […]

Five Great Threats to Revenue Growth Today

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Have you read this blog post? Seven Great Reasons To Do Three Things You Never Thought Of To Achieve One Guaranteed Result: NOTHING! Blogging lists suck hard, usually being no more than a way to peddle a tool, technique or service. But there are key themes worth thinking about if you want your business to succeed. […]