Technology-based businesses, with a few notable exceptions, have an unfortunate and self-limiting habit of selling on specification - and of believing that positioning their product or service as faster, cheaper or better is the key to making customers want to buy. Whilst ...
The trouble with far too many of today’s interactions between prospects and their potential suppliers is that they are ...
It’s a statistic that’s been widely quoted and even more widely misunderstood - the idea that the typical modern B2B buying ...
In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than ...
You’re probably very familiar with the difference between open and closed questions, and how and where they can be most ...
The state of the sales pipeline reflects the health of any sales process - and in anything other than the simplest of sales ...
Why do so many B2B software demonstrations fail to move the customer to do anything beyond hoping that it might end soon? ...
Talk to almost any CEO of a technology-based, B2B-focused business and you’re likely to hear concerns about the size of ...
There’s a very funny Bill Hicks sketch set in an American diner in which the gum-chewing waitress approaches him, leans over ...
Why is it that so many B2B organisations are so unhappy with the returns on their marketing investments, with the accuracy ...
