Complex B2B buying decisions are fundamentally exercises in change management and in an increasing number of cases even apparently well-qualified prospects, after carefully evaluating their options, are deciding to stick with the status quo and not change anything - at ...
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 ...
One of the biggest challenges for any sales person when qualifying a new potential sales opportunity is judging whether the ...
Companies (and individual sales people) can and often do waste an awful amount of time, money and energy pursuing ...
Our prospective customers will always have many more potential issues than they can possibly afford to address in the short ...
There’s a gratifying amount of attention being paid nowadays to the idea that sales people need to focus on creating genuine ...
Let’s face it, most so-called “thought leadership” is actually nothing of the sort. Much of it turns out to be a crude ...
Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same ...
