The statistics certainly make for uncomfortable reading. According to a substantial body of published research - some of it by sales training companies themselves - only a tiny fraction (less than 15% seems to be the consensus figure) of the content delivered in traditional ...
According to the latest research published by CSO Insights, less than half of all forecasted sales opportunities actually ...
Neil Rackham - the inventor of SPIN Selling - offered some of his thoughts on the changing face of B2B buying in a recent ...
We’re already into the last quarter of 2012. If you’re in a complex sales environment with lengthy decision-making ...
So - what sets you apart? It’s probably the single most important question that any organisation in a competitive market ...
Are your sales and marketing messages targeted at budget makers or budget takers? In most complex, high value sales ...
Is your company innovative? Are you customer-focused? Are your solutions best of breed or best in class? What about ...
I’ve been called in by a number of clients who believe that they have a bottom-of-funnel sales problem. Their sales ...
If you’re a technology company with a high-value B2B offering that requires an on-going direct sales interaction with your ...
It’s not a question that comes naturally to many CEOs or, let’s be honest, to most investors. Here’s the problem: for growth ...
