There’s a reasonable case to be made that the most important moment in the management of any successful sales opportunity is the point at which you receive a bookable, revenue recognisable order - and it’s hard to argue anything different. There’s also a pretty good case to ...
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 ...
Sales people and sales leaders have been regularly urged over the years to adopt “best practices” as a way of improving ...
The evidence that formalised sales processes improve sales performance is absolutely overwhelming - a raft of studies have ...
A recent article in the McKinsey quarterly has highlighted a phenomenon that many of us have observed: B2B purchasing ...
