Homayoun Hatami of McKinsey is one of the co-authors of the widely acclaimed “Sales Growth - Five Proven Strategies from the World’s Sales Leaders”. I shared some of the key findings from the book in one of my latest blog articles - and recently enjoyed the opportunity to ...
How much demand do you really generate each month to hit your revenue targets? It’s a question that vexes many B2B sales and ...
Is your organisation sales-driven or marketing-driven? That's the question posed in our latest guest contribution from ...
I’ve written before about the Buyer’s Journey, and about the stages that your b2b prospects go through in their buying ...
Twitter is a runaway success, with more than half-a-billion registered users, and a community that spans both business and ...
Pär Edin and his colleagues at McKinsey believe they have identified the five winning strategies that distinguish the ...
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 ...
