The traditional profile of a successful sales person isn’t a million light-years away from the personality of Captain James Tiberius Kirk - someone who has been variously described as “cunning, courageous and confident, and with a tendency to ignore regulations when he ...
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 ...
It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they ...
Note: this article originally appeared in the International Journal of Sales Transformation under the title 'Competing ...
On average, fewer than 50% of forecasted opportunities close at the predicted value and time - and the figure is usually far ...
There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose ...
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 ...
