Miller Heiman’s always-excellent research programme has thrown up another compelling statistic: only 34% of all the sales organisations surveyed believed that their management team was “highly effective in helping the sales team advance sales opportunities”. Well, you’ve ...
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 ...
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 ...
