The idea of buyer personas seems to be sweeping the world of B2B marketing - another example of a business-to-consumer concept being embraced by the business-to-business world. Anticipating how different types of stakeholders are likely to think and behave is clearly ...
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 ...
It seems like a self-evident truth, doesn’t it? One of the consistently effective b2b sales strategies is to sell the way ...
I’ve lost count of the number of clients who call me in because they think their sales people have a problem closing new ...
Of course, every VC wants to see their portfolio companies grow. But as Scott Maxwell of OpenView Venture Partners points ...
Let’s face it, every sales funnel leaks. It’s just that some seem to leak more than others - and many are leaking in all the ...
It’s often quoted, but worth repeating: the biggest single reason why B2B sales people lose seemingly well-qualified ...
