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 an unspoken difficulty: what if the smarter members of the sales team “get it”, but marketing is not yet ready or able to support the initiative. ...
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 ...
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, ...
