If your organisation is primarily involved in high-value, complex and lengthy B2B sales cycles, you don't need me to tell you how important it is that your marketing and sales efforts are precisely targeted on the issues, organisations and stakeholders that are most likely ...
When it comes to political elections, we’re often faced with imperfect choices. But we can’t defer our decision. We have to ...
In the majority of sales organisations, a high percentage of sales revenue is generated by the same minority of top sales ...
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 ...
