It's the 22nd November, we're well into Q4 and for many organisations - and many B2B sales people - that haven't yet achieved their 2015 revenue goals, it's the most critical period of the year. In practical terms, we've probably got 4 weeks of active selling time - 5 if ...
DON'T RESPOND! Unless, of course, you have played a significant role in shaping the prospect’s requirements and the timing ...
The most dangerous competition in B2B sales often comes from an unexpected quarter. I fondly remember working at SCO in ...
According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the ...
It’s coming up to the end of October, and if you’re in high-value, long-decision-cycle, multiple-stakeholder enterprise ...
When organisations talk about their sales process, they are usually thinking in terms of a sequence of sales activities, ...
As regular readers will know, I’m a great fan of the principles set out in the best-selling “The Challenger Sale”. But ...
There’s no doubt that for many North American based companies, expanding into Europe is an attractive option. Sections of ...
How healthy is your sales pipeline right now? And what steps are you taking to progressively improve its fitness? Just as ...
There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up ...
