According to the latest research published by CSO Insights, less than half of all forecasted sales opportunities actually result in a sales win. Just under a third result in a competitive loss, and nearly a quarter result in the prospect deciding to do “nothing”. Just think ...
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 ...
I was chatting recently with Thomas Oriol (a Director at Nimble Apps Limited) when he mentioned some recent research they ...
