I introduced the phrase “lateral listening” into a recent blog article, and had quite a few people ask me what I meant. In this short article, I’d like to explain in a little more detail what I mean by lateral listening and why I believe that it’s an important skill for ...
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 ...
As I pointed out in a recent article, we’re going to need fewer, smarter B2B sales people. But that’s not all: we’re going ...
According to projections by Gerhard Gschwandtner (CEO of SellingPower magazine) and others, we’re going to need to employ ...
Do you wish that your sales people were better at closing? Or that their sales forecasts were more accurate? Are you ...
Joel Kurtzman, editor-in-chief of the Booz Allen Hamilton magazine Strategy & Business first coined the term “thought ...
It’s bad enough when, after a long, complex and resource-intensive sales campaign, you end up losing to the competition. But ...
