I’ve been seeing a lot of attention paid recently to activity-based sales management. Put simply, it’s the principle that sales managers need to give their sales people targets for measurable activity levels such as the number of calls made, meetings arranged or demos ...
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 ...
We all know how hard it is to accurately qualify sales opportunities. We all know how often even apparently well-qualified ...
There is some fascinating research just published in the Harvard Business Review by a group of McKinsey consultants. They ...
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 ...
