At an intellectual level, it’s easy to accept that our prospects are far more interested in addressing their issues than they are in the merits of our solutions. If the two align, then that’s all well and good and - hopefully - much more than a happy coincidence. So why, ...
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”. ...
Addressing the challenge of how to “Cross the Chasm” that separates early adopters from mainstream markets has become a ...
