Pär Edin and his colleagues at McKinsey believe they have identified the five winning strategies that distinguish the world’s leading sales organisations from their also-ran competitors. Pär presented their findings at the excellent recent Sales and Marketing 2.0 conference ...
I don’t know about you, but I’m always uneasy when a CEO describes his or her strategy and somewhere along the way you hear ...
I recently suggested how B2B companies could apply smarter metrics to their sales and marketing funnel. I’m delighted to let ...
Like mobile operators, the economics of Software-as-a-Service (SaaS) vendors are profoundly affected by churn - the rate at ...
I wonder if I’m alone when I look around at the circumstances that have led to the continuing crisis in our economy (is ...
What would happen if you were able to double your sales and marketing resources overnight? Assuming that you haven’t already ...
According to some of the latest reports from Sirius Decisions, CSO Insights and other leading B2B research organisations, ...
There’s a multi-million $ industry built up around solution selling. Training companies deliver courses promising to help ...
Faced with increasing competition, commoditisation and margin erosion most B2B vendors have chosen to embrace “solution ...
I recently wrote about the need for B2B organisations to transform their marketing from a cost centre to a revenue centre. ...
