For an industry that has embraced so many “lean” and “agile” principles when it comes to software development, it’s always surprised and frustrated me that many B2B software and SaaS businesses remain oblivious to the opportunity to eliminate a bunch of wasted, ...
What is it that your top sales performers do better than anyone else? Part of the explanation may, of course, be simply that ...
Miller Heiman’s always-excellent research programme has thrown up another compelling statistic: only 34% of all the sales ...
It makes for pretty uncomfortable reading: CSO Insights’ latest global study of sales forecast accuracy suggests that - on a ...
I wrote late last year about the idea that “you can create brilliant content marketing and still miss the point”, and I want ...
In most complex B2B sales environments, a proposal plays a significant part in the decision making process. But it’s not ...
It often feels nowadays that you can’t turn anywhere without tripping over a Big Data message. Everybody seems to be jumping ...
The conventional view of a successful “solution sales” person is as a problem solver. But that traditional perspective is ...
At an intellectual level, it’s easy to accept that our prospects are far more interested in addressing their issues than ...
That’s the question implied by one of IDC’s recently published “Top 10 predictions for 2013”. Driven by a number of profound ...
