There’s no doubt that for many North American based companies, expanding into Europe is an attractive option. Sections of the European market (and particularly the UK) have often been enthusiastic early adopters of new or innovative technologies. There are similar - often ...
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 ...
I attended the UK launch event for “The Challenger Customer” yesterday (you can read my review of the book here). One of the ...
It’s probably the most commonly proposed response to price pressures and commoditisation: if we’re not prepared to cut our ...
When the Challenger Sale was published in 2011, it rapidly became one of the "must read" handbooks for B2B CEOs and sales ...
The traditional profile of a successful sales person isn’t a million light-years away from the personality of Captain James ...
I’m very grateful to Bob Thompson of CustomerThink for hosting a very stimulating round table with a group of the UK’s ...
There’s no doubt that B2B buying behaviours have changed dramatically over the past few years. If you’re selling a complex, ...
I was recently interviewed by ReachForce as part of their Expert Interview program. Here are some of the B2B sales related ...
