Call me old fashioned if you will, but when someone I have never met phones me out of the blue and can’t think of anything less inane than “how are you” to start the conversation, I know one person on the call is an idiot. And, IMHO, it isn’t me. In a business-to-business ...
There’s a huge difference between a healthy sales pipeline and a rotten one. It’s long been a hobby horse of mine, and ...
I attended the always-excellent Megabuyte Forum event in London today (if you’re a C-level executive in a UK-based ...
One of the most common sources of friction between poorly aligned sales and marketing organisations is sales’ perception ...
Have you ever been on the receiving end of a product demo that seems to go on interminably until you feel that you have lost ...
I recently suggested that marketing needs to "fieldsource" more ideas from sales. The message obviously struck a chord, ...
Sirius Decisions are just the latest in a long line of analysts to declare that the #1 factor preventing companies from ...
The recent Sales 2.0 Conference in London seemed to me to be a great success. The auditorium was full for the opening ...
Are your prospects Painting by Numbers, on a Quest for the Grail, Lost in the Fog, or running around like Headless Chickens? ...
The changing shape of the buyer's journey has introduced a raft of new issues for sales leaders who are trying to manage ...
