Corporate Visions recently hosted a webinar on how to gain access to business executives. Their findings were based on a series of realistic simulations intended to identify which messages senior business executives were most likely to respond to (there’s a link to their ...
When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ...
You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying ...
The term “cannon fodder” is used as a somewhat dismissive description for soldiers who were regarded by their generals as ...
In this, the second of my series of articles for the International Journal of Sales Transformation on today’s leading sales ...
Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of ...
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with ...
Most sales organisations - and most of the sales people who work for them - are capable of describing their target market in ...
According to many market analysts, the market for CRM solutions shows no signs of slowing down. It’s increasingly rare to ...
One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably ...
