Return on Investment (ROI) projections are often regarded as a critical element of B2B sales proposals, particular for high-value considered purchases. There’s no arguing that they have a role to play - but your sales people would be very unwise to rely on them.
If there’s one message that gets drummed into the heads of every participant on every sales training course, it’s “make sure ...
One of the key principles that underpin the insight-led selling mindset is the idea that your marketing messages - and your ...
3D movies can be entertaining to watch. They can make special effects jump right out of the screen at you. But if over-done, ...
Have you ever felt that you might be in the presence of the living dead? Even if you are not a horror movie fan, it might be ...
I introduced the phrase “lateral listening” into a recent blog article, and had quite a few people ask me what I meant. In ...
Market segmentation is one of the most powerful tools in the B2B sales and marketing toolbox. If done well, it can ...
Many sales leaders believe that having a sales process is important - as evidenced by the over 300 million references on ...
Kudos to the folks at HubSpot for analysing just what makes Simon Sinek’s awe-inspiring TED Talk on “Inspiring Action” so ...
Recent research by McKinsey has revealed a dramatic divergence between the brand messages used by B2B companies and the ...
