In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than leading with their products. But there’s a potential problem: any organisation, any stakeholder, always has many more issues that they would like to ...
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 ...
On a bitterly cold winter’s day 53 years ago in January 1961, the newly elected President John F Kennedy set out his agenda ...
Two years ago, I chaired a discussion group at a digital marketing conference on the subject of lead scoring and nurturing - ...
One of the problems with creating generic “unique value propositions” is that they are just that - generic. They might be a ...
