Why is it that so many B2B organisations are so unhappy with the returns on their marketing investments, with the accuracy of their sales forecasts, and with the efficiency with which they are able to convert leads into customers? Why is it that so many sales people are so ...
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 ...
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, ...
