In survey after survey, the average sales person’s inability to effectively communicate the value of their offering has been rated as the most frustrating challenge facing today’s CEOs and Heads of Sales. They are right to be concerned. The statistics are truly horrible. ...
At face value, having a prospect approach you with a clearly defined problem can seem to be very good news - even better if ...
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 ...
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 ...
