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 to need to support them in a much smarter, less prescriptive sales environment - at least that’s the position put forward in the latest edition of the ...
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 ...
Home improvement sales people are not known for their intelligence, but the Anglian Windows sales person who just knocked on ...
Every salesperson longs to find a champion within their prospect who is prepared to recommend the vendor’s solution to their ...
I recently suggested that seeking to achieve “customer delight” may be a misguided and ultimately unprofitable strategy for ...
I was delighted to be asked by the folks at InsightSquared to contribute to their series of "expert interviews" on key ...
Virtually every company I speak to wishes they could do a more accurate job of forecasting sales revenues. The issue is ...
