First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The Challenger Customer” (which I believe is an even more influential book), it served to introduce powerful ...
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 ...
I had the chance to work with The Marketing Practice at a recent event at Worcester College Oxford and one of the ...
I recently recorded a second wide-ranging podcast on the foundations of sales effectiveness with Michael Webb of Sales ...
Business executives often report that they look back on the initial conversations they have with sales people and regard ...
