There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose their jobs to self-service eCommerce by 2020 in the US alone. Their report highlights the growing disconnect between B2B buying preferences and ...
The above assertion might appear counter-intuitive, but please bear with me. I’m going to try and make the case that you ...
B2B marketers are directing an increasing percentage of their energy and budget towards content creation. But the consequent ...
There’s a reasonable case to be made that the most important moment in the management of any successful sales opportunity is ...
In survey after survey, the average sales person’s inability to effectively communicate the value of their offering has been ...
At face value, having a prospect approach you with a clearly defined problem can seem to be very good news - even better if ...
The problem with slavishly following “best practice” is that it’s almost always what the really smart people (and ...
I’ve just been reading an article that suggests that ROI (Return on Investment) is some sort of magic bullet that can ...
The idea of buyer personas seems to be sweeping the world of B2B marketing - another example of a business-to-consumer ...
How hard can it be for a new entrant to carve out a 1% share of a very large market? The answer, of course, is that it is ...
