If there’s one message that gets drummed into the heads of every participant on every sales training course, it’s “make sure you’re talking to the decision-maker”. At face value, this seems like sound advice. But the reality is often rather more complex. To start with, the ...
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 ...
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 ...
