It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they are discussing business issues. However the average B2B buyer regards a sales person’s relevant business knowledge as being far more valuable than ...
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 ...
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 ...
