According to marketers, every company needs a clear and consistent “value proposition” for every significant offering – and that may be enough when it comes to simple transactional purchases. But when it comes to high-value, complex B2B buying decisions (often lengthy and ...
The latest edition of the International Journal of Sales Transformation focuses on a topic that is already having a profound ...
This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that ...
This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B ...
As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong ...
This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the ...
The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in ...
In the previous article in this series on Outcome-Centric Selling® I addressed the importance of researching, targeting, and ...
I have known Dave Brock for ages, and have always enjoyed both his insights and his company. He’s one of the most thoughtful ...
In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting ...
