The “funnel” is one of the most powerful metaphors in B2B sales and marketing. It describes the passage of prospects through a buying decision process that hopefully will (but often does not) result in your successfully selling something to them. A flawed metaphor For sure, ...
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:
It would be hard to find anyone prepared to argue against the benefits of sales and marketing alignment. It’s a proven fact ...
If you’re selling high-value B2B products or services, you’ve probably been involved in coming up with ROI (return on ...
I'm looking forward to speaking at the Funnel 2012 conference at London's Emirates Stadium on 13th November - in front of ...
The statistics certainly make for uncomfortable reading. According to a substantial body of published research - some of it ...
According to the latest research published by CSO Insights, less than half of all forecasted sales opportunities actually ...
