One of the fundamental capabilities that distinguish top sales people - and top sales organisations - from the rest is their ability to accurately qualify sales opportunities from a relatively early stage in the sales process. Effective qualification is important in any ...
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 ...
It’s becoming increasingly common for organisations to issue formal RFPs as part of their buying decision process. In most ...
It doesn’t matter which way any of us voted as individuals: the nation has spoken, and impact of the decision to Brexit will ...
I recently had the privilege of interviewing Homayoun Hatami and Holger Hürtgen of McKinsey about the ground-breaking ...
I’ve been seeing a lot of attention paid recently to activity-based sales management. Put simply, it’s the principle that ...
The recent Association of Professional Sales conference in London brought together over 500 delegates with a single shared ...
No doubt we’ve all been the recipients of bad advice, and occasionally and unwittingly may have offered bad advice to ...
