There’s a multi-million $ industry built up around solution selling. Training companies deliver courses promising to help delegates achieve it. Authors write books promising to reveal the secrets behind it. Consultants (your writer included) charge sales organisations for ...
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. ...
I'm delighted that Swayne Hill, Co-Founder & SVP of Field Operations at Cloud9 and author of the excellent Data-Driven ...
I'm delighted that Swayne Hill, Co-Founder & SVP of Field Operations at Cloud9 and author of the excellent Data-Driven ...
CSO Insights have just published their 2012 Sales Management Optimisation study. As always, the conclusions from their ...
We want our prospects to agree with us, right? So why am I suggesting that the last thing you want is for your prospect to ...
I had a truly bizarre experience the other day. A senior (and very experienced, by the look of him) sales person actually ...
According to many marketing leaders I speak to, B2B marketing budgets are coming under increasing pressure. These marketing ...
How can you simply and succinctly explain what you do to a potential prospect or other interested party, and make them want ...
