Addressing the challenge of how to “Cross the Chasm” that separates early adopters from mainstream markets has become a critical rite of passage for almost every expansion-stage technology-based business. First popularised by Geoffrey Moore in the book of the same name, ...
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 ...
What are the key trends that are likely to impact B2B sales and marketing in 2013? OpenView Labs - one of the best sources ...
Imagine how much effort and resource is wasted every year in creating and submitting sales proposals to prospects that end ...
The “funnel” is one of the most powerful metaphors in B2B sales and marketing. It describes the passage of prospects through ...
Is sales an art or a science? Traditionalists used to think of sales as a combination of art and heroics. A recent article ...
Content marketing is getting a great deal of attention. A number of studies point to it as one of the fastest growth areas ...
Kudos to the team at Econsultancy for an excellent event last week at Funnel 2012. I gave a keynote presentation on the ...
The folks at Postwire have come up with a great infographic to summarise the evolution of the salesperson. Did you know:
