Many sales pipelines include a stage labelled “qualified”. But if - like most of the companies I work with - you’re selling complex, high-value solutions with multiple stakeholders involved in the decision process, qualification isn’t an event - it’s a continuous process. ...
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”. ...
Addressing the challenge of how to “Cross the Chasm” that separates early adopters from mainstream markets has become a ...
What sets top sales people apart? What is it that they do better than the rest? There are, of course, a number of factors, ...
If - like many of the companies I work with - you have a SaaS-based business, then the choice of metrics you use to measure ...
