The changing shape of the buyer's journey has introduced a raft of new issues for sales leaders who are trying to manage sales pipelines and generate accurate revenue forecasts. Prospects are leveraging the internet and business social media to do their research - and ...
As you can imagine, I get to speak to a fair number of B2B-focused CEOs and sales leaders - and I can’t recall any of them ...
I recently recorded an on-demand webinar with BrightTALK on the increasingly important need to connect your marketing ...
I hope the headline caught your attention - it was intended to. After all, aren’t fresh leads the lifeblood of any company ...
For an industry that has embraced so many “lean” and “agile” principles when it comes to software development, it’s always ...
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 ...
