The term “cannon fodder” is used as a somewhat dismissive description for soldiers who were regarded by their generals as expendable and were forced to fight against often hopeless odds in order to achieve an often-unrealistic military goal. First used in the 19th century, ...
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 ...
I’ve been commissioned by the International Journal of Sales Transformation to write a series of articles comparing and ...
[This article was updated on 9-Jul-2019 to include the renewal opportunity type] Why do so many CRM implementations behave ...
George Brontén of Membrain is one of the smartest people I know when it comes to the latest trends affecting complex B2B ...
