Are your sales and marketing messages targeted at budget makers or budget takers? In most complex, high value sales environments, of course you need to appeal to both. But the marketing messages you need to use - and the sales conversations you need to have - differ ...
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 ...
Regular readers will know that I’m no great fan of the traditional BANT (Budget, Authority, Need and Timeframe) approach to ...
It’s not a very edifying sight, but it happens way, way too often. A prospect gives the faintest acknowledgement of a ...
Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key ...
I'm very pleased to be able to share another must-read guest article from the ever-insightful Swayne Hill of Data-Driven ...
