It would be hard to find anyone prepared to argue against the benefits of sales and marketing alignment. It’s a proven fact (we’ll come on to the results in a moment) that well-aligned organisations grow revenues faster. So, if alignment is such a good thing, why is it so ...
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 ...
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 ...
