Sirius Decisions recently published some very interesting research into the subject of when marketing-generated “leads” are regarded as being “sales ready”. The results surprised me, and I suspect that they might surprise you, as well...
Technology-based businesses, with a few notable exceptions, have an unfortunate and self-limiting habit of selling on ...
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 ...
