I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that first drew the B2B sales and marketing community’s attention to the concept of the buyer’s journey. Hugh was the one of the first people ...
Today’s B2B buyers are wrestling with potentially risky decisions and often-confusing options. We shouldn’t be surprised if ...
It would be hard to argue against the idea that we’re living in an age of analytics. For many large organisations selling to ...
When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss ...
Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a ...
Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often ...
The philosopher and essayist George Santayana is perhaps best remembered for the aphorism “Those who cannot remember the ...
There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...
If you think it’s hard to sell, you might want to spare a thought for your potential customers: depending on which research ...
It’s in the nature of complex B2B sales that the buying decision process is likely to be complicated, with multiple ...
