The conventional view of a successful “solution sales” person is as a problem solver. But that traditional perspective is being questioned in a number of quarters, not least because of the research that underpinned the publication of “Insight Selling”. You see, the fact ...
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 ...
Many sales pipelines include a stage labelled “qualified”. But if - like most of the companies I work with - you’re selling ...
When I started my sales career, I was taught that I should focus on identifying my prospect’s needs. Later, when I started ...
In a recent article (“Competing in a digital world”) on the McKinsey website, authors Sarrazin and Sikes identify 4 lessons ...
I’ve been involved in some way or another in helping companies to mobilise their workforces for the past 15 years, and ...
It’s a common cliché in the sales process that you need to sell to the decision maker, and you would be foolish to ignore ...
Surveys of B2B marketing budgets consistently show that a higher percentage of marketing resources are being invested in ...
Alec Baldwin has got a lot to answer for. And, no, I’m not talking about his appearance in “Dr. Seuss' The Cat in the Hat”. ...
