As you reflect on 2017, and as your thoughts turn to what you seek to achieve for yourself and for your organisation in 2018, I hope that you might find some of our more popular articles helpful in shaping your thinking. 2017 has been a year in which the typical buying ...
If you’re like most of the B2B CEOs or sales leaders we talk to, no matter how well your organisation has done in 2017, ...
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our ...
John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been ...
Let’s face it, many (maybe most) “average” sales people seem to be incorrigible optimists. When assessing their chances of ...
It’s probably no exaggeration to suggest that B2B selling is facing a crisis of confidence. I hear it all the time from new ...
With over a million copies sold, Geoffrey Moore’s “Crossing the Chasm” guide to marketing and selling disruptive products to ...
If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity ...
Whenever a potential client tells me that they believe their sales people have a “closing” problem, I can be pretty ...
I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the ...
