There is some fascinating research just published in the Harvard Business Review by a group of McKinsey consultants. They sought an evidence-based approach to optimising the balance between front line sales people and sales support roles - and their conclusions may surprise ...
As we're all very well aware, complex sales are complicated. There are subject to a wide range of factors that are outside ...
B2B selling has become increasingly complex. Every sales leader today understands this, and it’s obvious we need to take ...
Market segmentation has traditionally been based on demographic factors such as company size, sector and location. But these ...
There is abundant evidence to prove that companies with an effective sales process outperform their less disciplined ...
Let’s face it; today’s B2B buyers are overwhelmed by information, to the point where they often find it hard to distinguish ...
In pretty much every conversation I've been having recently with CEOs and sales leaders the subject turns - sooner or later ...
“The Challenger Sale” by Matthew Dixon and Brent Adamson has been one of the most talked-about sales books of the past ...
We all know the problem, because we all suffer from it as consumers: today’s buyers are so bombarded by apparently similar ...
Accurate sales forecasting is a particular challenge in high-value complex sales environments with lengthy sales cycles. ...
