In the majority of sales organisations, a high percentage of sales revenue is generated by the same minority of top sales performers, quarter after quarter. According to research published by the CEB in “The Challenger Sale”, this performance gap between top sales people ...
Traditional market segmentation is usually based around the core demographic attributes of company size, sector and ...
When we observe a chess grand master in action (or an expert in any other similar strategy-based game), it quickly becomes ...
Let’s face it, establishing a distinctive, differentiated position for our products and services is hard and getting harder ...
In complex sales environments, the role of the successful salesperson isn’t just about prospecting, qualifying and closing. ...
With the Rio Olympics drawing to a close and with some remarkable individual and team performances still fresh in our ...
One of the fundamental capabilities that distinguish top sales people - and top sales organisations - from the rest is their ...
How can B2B sales people (and the sales organisations they work for) identify and engage the prospects that are most likely ...
Hank Barnes of Gartner recently published a thoughtful post on the need for sales people to see the “big picture” and make a ...
There’s a fascinating article from Jason Lemkin on SaaStr about what the CEOs of early-stage companies need to look for from ...
