I’m no great fan of averages, and I’m no great fan of unsupported rules of thumb, either. Perhaps the best (or worst, depending on your perspective) example is the longstanding urban myth that we need to target 3* pipeline coverage in order to reliably reach our revenue ...
This is a subject I’ve referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that ...
One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor ...
There’s been a great deal of comment – often from people and organisations who frankly should know better – about how ...
Our prospective customers are far more likely to want to engage with us if they believe that they are likely to learn ...
The now increasingly discredited BANT (Budget, Authority, Need and Timeframe) approach to opportunity qualification ...
Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which ...
In complex B2B sales environments - particularly ones that involve multiple stakeholders and lengthy and often complicated ...
Many B2B sales and marketing organisations have an unfortunate habit of wasting huge amounts of time and energy pursuing ...
As anyone who has worked with me or read my articles, I am passionate about ensuring that sales and marketing are aligned in ...
