One of the critical questions that every expansion-phase B2B focused company needs to consider is “what’s the most appropriate Sales and Business Development organisation structure for our product or service offering”? There is no single perfect answer to this - but the ...
What happens if you’re competing against a much less advanced solution from a company with a much better established ...
Regular readers will recall that I am no great fan of the default approach taken by so many CRM vendors, in which individual ...
Many sales people seem to have an abiding fear of hearing the word “no”. As a result, they go to often-extraordinary lengths ...
It’s awfully hard for many sales people to resist the “itch to pitch” when they come across a prospect that seems a perfect ...
I’ve come to believe that it’s essential to separate B2B sales opportunities into two categories: in the first group (let’s ...
I hope that you enjoyed the holiday season, and are returning to work re-energised and determined to achieve some ambitious ...
It's the 22nd November, we're well into Q4 and for many organisations - and many B2B sales people - that haven't yet ...
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 ...
