Inflexion-Point has just announced a partnership with Membrain to incorporate our Value Selling System® methodology into their groundbreaking sales effectiveness platform for complex B2B sales. We’re delighted to build on what has been a long-standing relationship, and I ...
According to research conducted by SiriusDecisions, the #1 sales effectiveness challenge facing today’s B2B sales leaders ...
When I was running my own sales organisations rather than coaching others, I used to get incredibly frustrated with sales ...
The precise proportions vary a little depending on what researcher you listen to, but the general conclusion is remarkably ...
What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary ...
I want to turn my attention in this article to a pattern I see repeated across a number of the clients that have approached ...
Complex B2B buying decisions are fundamentally exercises in change management and in an increasing number of cases even ...
When it comes to positioning (and getting your message across), most B2B sales organisations face either a crowded or a ...
Even if you’ve managed to focus on the critical issues that matter most to your prospects, profiled and targeted your ideal ...
The idea that complex B2B buying decisions inevitably involve multiple stakeholders is widely acknowledged, even if the ...
