Two years ago, I chaired a discussion group at a digital marketing conference on the subject of lead scoring and nurturing - and emerged thoroughly depressed (if unsurprised) by what I heard. The participants were all apparently experienced B2B marketers, but their ...
One of the problems with creating generic “unique value propositions” is that they are just that - generic. They might be a ...
We've reached the halfway point in the sales year, and this is a particularly good time to take stock. Early indications are ...
The failure to accurately forecast sales revenues has critically compromised the careers of many promising CEOs, Sales VPs ...
70 years ago, on the 6th June 1944, the largest seaborne invasion in history assembled off the Normandy coast in the first ...
Even if, according to Wikipedia, he did not invent the phrase “lies, damned lies and statistics”, Mark Twain did much to ...
What sets your organisation apart from all the other companies that are competing for your prospect's attention and - ...
Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, ...
The authors of sales methodologies have a vested interest in positioning their approach as being distinctively different ...
In sales situations, it’s not unusual to come across prospects that appear at first to be largely content with the status ...
