Business executives often report that they look back on the initial conversations they have with sales people and regard them as a frustrating waste of their time. Given this experience, it’s no wonder that it has become increasingly hard to persuade a potential prospect to ...
Given the inevitable complications and unique considerations involved in any complex sales environment, it’s hard to imagine ...
The concept of a Minimum Viable Product is common in the start-up community. It is normally regarded as an initial release ...
I recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb ...
I hope you will forgive me this rant, but in addition to allowing me to vent my frustration, I believe the story contains ...
The best sales people and the best content marketers are often great storytellers. They have the ability to craft compelling ...
As Gartner and others have frequently pointed out, B2B buying decisions are often complicated. If the problem to be solved ...
It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any ...
Why do apparently promising sales opportunities go wrong so often? Why do close dates speed past, get reset and then repeat ...
Accurate opportunity qualification is perhaps the single most important foundation for success in complex B2B sales ...
