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Accelerating Revenue Growth: The Inflexion-Point Blog

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What’s holding your business back? Try this 12-point action framework

Applying Smarter Metrics to your Sales and Marketing Funnel

Perhaps there’s no such thing as solution selling - only solution buying

6 Critical Foundations of the new “Solution Selling”

B2B Marketing’s Revenue Transition Requires Outcome-Based Lead Metrics

Marketing Scores Leads, So Why Doesn’t Sales Score Opportunities?

Equipping your salespeople to control the customer conversation

A Must Read: Swayne Hill on Creating a Dynamic B2B Selling Process

B2B Buying Cycle Alignment: 4 in 5 sales organisations must do better

Why it's bad news if your prospect shares your point of view

If you’re serious about selling me a “solution”, don’t ask what keeps me up at night

Transforming your marketing from a cost centre to a revenue centre

The 8 Points Your Elevator Pitch MUST Address

Why Lead Scoring and Nurturing is Like Teenage Sex

Why B2B Marketers Need to Stop Claiming That Their Solution is Better

Vo-duh!-fone: Why taking customers for granted is never a good idea

3 proven ways to shorten your average sales cycle

7 Essential Building Blocks to More Effective B2B Marketing

Are we really looking at a 75% reduction in sales heads by 2020?

What is your marketing for?

Why you may need to redefine your competition

Why stalking your website visitors isn't a very good idea

Sales Leaders: Are you really training your sales people to succeed?

Why Sales doesn’t care about Aligning with Marketing - but ought to

Why Your Sales Process Doesn’t Matter

What can we all learn from Apple’s stunning success?

B2B Marketing: Why Maximising Leads Won’t Maximise Revenues

How to Make Your B2B Marketing Content Irresistibly Attractive

B2B Sales: Has SFA Really Reached a Tipping Point?

A History of Disruptions in B2B Marketing

Understanding the Customer Buying Cycle and Triggers

B2B Sales: Why You Must Help Your Prospects Monetise Their Pain

Why Sales and Marketing Alignment Really, Really Matters

Resolution #1 for 2012: Fight the Flab in Your Sales Pipeline

The Problem with Marketing Automation

Six Strategies for B2B Sales and Marketing in 2012

9 Tips to Get Prospects to Call You Back

The Application Development Landscape - 2012 and Beyond

5 Proven Strategies to Accelerate B2B Revenue Growth in 2012

5 Surefire Ways to Increase the Impact of Sales Conversations

Webinar: Sales & Marketing Collaboration - from Vision to Implementation

Why It’s Time to Stop Celebrating Sales Heroics

Are Your Salespeople Challenging Their Prospects to Do Better?

10 Must-Read Books for every B2B Sales and Marketing Bookshelf

Forrester: Your Brand is too important to be left to Marketing

Latest B2B Guide: Understanding your “Ideal Customers”

Forrester: Prospects only rate 7% of sales calls as worthy of follow-up

How Impact-Based Selling Increases Sales Win Rates in Troubled Times

How much Sales and Marketing effort will you waste in 2012?

Why the case for BANT qualification is getting FAINTer

3 Questions B2B Sales Leaders must ask about every Q4 Opportunity

Are you prepared for an Olympic sales performance in 2012?

Compare Yourself Against 92 Sales Performance Factors with Dealmaker Index

12 Key Initiatives that Could Accelerate Your Revenue Growth

6 Critical Milestones in the B2B Buying Decision Process

The 3 Critical B2B Sales Pipeline Metrics

B2B Sales: The Problem with Solution Selling

B2B Marketing: Why the Number of Leads You Generate is Irrelevant

Why Your Sales+Marketing Teams Must Agree on Ideal Prospect Profiles

What Would Steve Expect? (Si Monumentum Requiris Circumspice)

Opportunity to attend Funnel 2011 on 1st Nov in London as my guest

4 things you could be doing NOW to maximise Q4 sales

5 Timeless Principles: Revisiting the HP Way

5 Things You Must Consider When Looking for Growth Investment

15 Questions You Must Answer for Every Opportunity in Your Pipeline

B2B Sales: Your Most Valuable Prospects Have Tried and Failed

The 6 Key Staples of B2B Marketing - and Other Manifesto Pledges

3 Key Insights from Benioff’s Social Enterprise Keynote at Cloudforce London

Research Proves That Most Customers Prefer Certainty to Creativity

Back to basics: is it time to reassess your B2B sales fundamentals?

So You Think You Know All About B2B Funnel Marketing?

The 7 Essential Foundations of Sales and Marketing Alignment

Steve Jobs: In Praise of Perfectionist Bosses

12 Considerations That Should be on Every Chasm Crosser’s Checklist

Since You Are A Person I Trust, I Wanted to Invite You To Join My Network on LinkedIn…

Research Proves Formal Management Systems Help Start-Ups Succeed

20 Best Practices all B2B Sales & Marketing Organisations Should Adopt

Email a Winner, Measurement a Challenge for UK B2B Tech Marketers

Hubspot and Salesforce Showcase The B2B Social Revolution

B2B Sales: Do You Need to Talk More Than Your Prospects Want to Listen?

How Are B2B Marketers Optimising Their Funnel? (from MarketingSherpa)

The Top 5 Barriers to Better Sales Forecasting

Miller-Heiman: What Can You Learn From Your Top Sales Performers?

B2B Marketing: Time to Bring the Digital + Physical Worlds Together?

B2B Sales and Marketing: Is Misalignment Taking 10% Off Your Sales?

B2B Sales: Are You Playing Buzzword Bingo With Your Prospects?

Forrester - Which CRM Metrics Really Matter?

The Information Arms Race Between B2B Buyers and Sellers

McKinsey: We Are All Marketers Now

B2B Sales Pipelines: When Do You Want to be Told the Truth?

Software CEOs Talk About Adopting SaaS

5 Questions You Ought to be Asking as the Half-Year Approaches

Is Your Organisation Paying the Penalty for Poor Sales Qualification?

Why Less Than 1 in 5 CRM Systems Actually Increase Revenues

7 Simple Prescriptions for Successful B2B Sales Pipeline Management

B2B Sales: Top Sellers are Storytellers

B2B Marketing: Forrester on Becoming a Customer Obsessed Company

Why Reducing the Value of Your Pipeline Will Enable You to Sell More

The 5 Top Reasons Why B2B Partnerships Fail

Why CRM Data is So Important: The Elephant in Your Pipeline

12 Key Questions Your Go-to-Market Model Needs to Address

For Entertainment Only: A Short History of SP*M

Where is Your Sales Funnel Leaking?

10 Critical Factors That Could be Constraining Your Sales Growth

The Significance of the LinkedIn IPO

B2B Sales: Are Some of Your Prospects Frogs in Boiling Water?

Is your CRM System Still Acting as a Sales Prevention System?

Are You Suffering from the Social Media Charlatans?

Gartner: 5 Questions for Anyone Selling Technology

“If Only it Could Be Yesterday Again” – Rika and Sayuri Ishikawa’s Story

Time for B2B Marketing to Reorganise

B2B Sales: What’s Holding Your Prospects Back?

When You’re “Selling”, are you Collecting, Collating or Creating?

Miller Heiman on Enabling a High Performance B2B Salesforce

The Difference Between Mac and PC Users...

5 Key Qualities of Today’s Most Successful B2B Salespeople

B2B Sales Win Rates are in a 5-Year Decline

Marketo CEO talks about Driving Business Velocity...

MarketBridge Charts B2B Channel Cloud Challenge

5 Reasons Why B2B Companies Must Think Like Private Equity Investors

The 10 Key Questions your Business Model Must Address

5 Questions You Must Ask Before You Create any More Sales Collateral

Two contrasting faces of customer service - Apple and the Clydesdale

3 Situations Where Thinking Negatively can Increase Your Sales

10 Questions You Must Ask of Your Organisation

Back to the Future: Are we Entering a New Internet Bubble?

5 Reasons Your CRM System may be Holding Back Your Sales

Gartner: Social CRM is Bypassing the IT Department

Why You Need to Sell the Problem Before You Can Sell Your Solution

Forrester finds that only 1 in 8 Sales Meetings are Valuable

After 20 Years: 3 Reasons Why the Chasm is Closer than it used to be

If You Haven’t Chosen the Game, You Need to Change the Rules

Research Shows That Growing Companies Adopt Cloud Computing Faster

Vodafone Admits "Network Outrage"

Lessons Learned: E-Marketing and the Death of B2B Exhibitions

5 Reasons Why Sales Process Trumps Sales Heroics

5 Ways You Can Still Lose a Sale After You’ve Been Selected

B2B Sales: If You’re Going to Lose, You Had Better Lose Early...

SaaS Blows Storm Clouds over the Channel

5 Ways to Make Your B2B Sales Conversations More Valuable

5 Things You Should Already be Doing to Achieve Your Q1 Sales Targets

Why Nokia Fell From Grace

The Devil is in the Data: How Better Data Drives Greater B2B Sales

Never Mind the Competition - Worry about Your Prospect’s Other Options

Forrester Confirms Continuing B2B Sales and Marketing Alignment Gap

Goldman Sachs is Predicting “Techtonic” Shifts in IT Marketplace

Ideal Prospect Profiles Boost Sales Win Rates by 20%

What Stops Promising Companies from Building Scalable Businesses?

It’s Best Not to Confuse Activity with Progress

Training Won’t Solve Your Sales Performance Problem

SiriusDecisions: A B2B CMO's New Year's To-Do List

The Sale Isn’t Over When You Book the Order

12 Inspiring Insights on B2B Sales and Marketing from 2010

3 Revenue-Driving New Year Resolutions

Why Bigger Pipelines Aren’t Always Better

McKinsey Survey Shows Web 2.0 Related to Market Share Gains

Why it’s Time to Explore the BuyerSphere...

Making the Case for Appointing a Chief Revenue Officer

A Fresh Perspective on Aligning the B2B Buying and Selling Processes

You Can’t Bore Your Customers Into Buying!

Why Can't You Uncover More Qualified Sales Opportunities?

B2B Collaboration: Salesforce’s Chatter rises to a Crescendo...

The 4 dimensions of an ideal B2B customer...

Only 3 things matter when qualifying a sales opportunity...

7 reasons why most B2B CRM systems get forecasting badly wrong...

7 Key Initiatives to Drive Sales and Marketing Alignment in 2011...

Social Media without Thought Leadership is like broadcasting into space

Are You Equipping Your Salespeople to have Remarkable Conversations?

Sales and Marketing 2.0: it’s all about Collaboration...

Aberdeen proves that Sales and Marketing Alignment pays off...

Chance Favours the Connected Mind...

B2B Marketing: From Thought Leadership to Trusted Advisorship...

Please join me at "Are You Engaging Customer 2.0?"

B2B Sales: Avoiding Finishing Second

Salesforce.com’s Chatter mobilises McKinsey’s strategies...

B2B sales people: You get delegated to the person you sound like

Starbucks manage to screw up offline and online

There is no Viva in Aviva online

The Buyer's Journey Revisited ... Part Two

The Buyer's Journey Revisited ... Part One

B2B Sales: could it be time to ban BANT?

Can sales + marketing agree on what an ideal prospect looks like?

Are you really adding value?

is your sales + marketing aligned - or falling behind?

Does your sales pipeline need a massive clean-up operation?

What really motivates people?

People don't buy WHAT you do, they buy WHY you do it...

Sales people: can you resist the itch to pitch?

Jill Konrath’s SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers

What motivates a salesperson – the results are in!

B2B Sales: From Always Be Closing to Always Be Qualifying?

There are only 2 reasons why you lose a sale

According to McKinsey, too much sales contact can cost you business

5 Facts about how b2b sales cycles are changing...

McKinsey and the end of the Road Warrior...

You can’t offer a complete solution until you understand the whole problem...

McKinsey Measures the Value of Word-of-Mouth Marketing

Gartner says high-tech marketing spending is rising again - but the pattern is changing

Most of your marketing efforts are probably wasted too...

Most of your sales efforts are wasted...

B2B sales: It’s the economics, stupid...

B2B sales: In the void between pain and ambition

B2B Sales: Eliminating the barriers to the buying decision journey...

B2B Sales: Elevating your prospect's need for your solution...

Evangelising your vision of a better future...

Re-Architecting the B2B Sales and Marketing Process for a New Decade

Is your Solution a New Concept, a New Paradigm or an Established Category?

Reversing the Decline: How to boost sales performance in 2010...

The Jungle, the Winding Road, and the Highway...

Gartner: Enterprise CRM "no longer a priority" for CIOs

Are you REALLY Customer-Aligned?

The Keys to Sustainable Sales and Marketing

5 Key Strategies for 2010...

Stanford research shows that sales grow when bonuses are eliminated

What if product marketing saw itself as "problem solving marketing"?

Sales presentations should be conversations, not broadcasts

Why sales should never do win/loss reports...

B2B sales: how do your prospects approach risk?

Are Current B2B Marketing Conditions Causing You to Think Differently?

Solution Selling – Where’s the Problem?

Is your CRM System a Sales Prevention System?

Crossing the Chasm, Eagles, Flocks and the 70% Solution

McKinsey: Shooting holes in the "Sales Funnel"

Trigger Events: Time to Brush Up Your Trigger-Nometry!

The 8 Sources of Sales and Marketing Waste

Rebalancing Risk in the Buying Process

Navigating the BuyerSphere

March Newsletter: When Your Toughest Competitor is "No Decision"

Web conferencing will clobber the airline industry...

Everybody Needs to Think Like a Salesperson

Dealing with the Consequences of Inaction

Facilitating the Buying Process

Time to Sell Smarter

Why CRM Is the Right Investment in a Bad Economy

Outstanding Common Sense from Neil Rackham...

Seth Godin Nails it...

Why Great Companies Get Started in the Downturns

What are 2009's Sales Best Practices?

McKinsey on Surviving the Downturn

Collective Wisdom: How to Sell More by Reducing Risk

The Company Pitch - No Time to Show Up and Throw Up

Four Disruptors that are Changing the Software Business

Time to Unclog the Pipeline!

New Year Forecasting Resolutions

Influencing the Influencers

The Cost of Inaction

Anecdotes: the antidote to premature elaboration in sales

Go beyond Win/Loss reports to find out why others chose "None of the Above"

The curse of the "Slow No"

Seeing through the "Window of Discontent"

Sell more solutions by uncovering more urgent needs

The Chasm is closer than you think

It's better to sail with the wind than against it...

You can't outsource great customer service

Show Stoppers: Why are exhibition sales techniques so bad?

Where do B2B brands get built?

Don't pitch, educate!

One of us in this room must be an idiot...