I'm delighted that Swayne Hill, Co-Founder & SVP of Field Operations at Cloud9 and author of the excellent Data-Driven Sales Management has agreed to let me republish one of his latest articles, entitled "Battle-Tested Method for Creating a Dynamic Sales Process" as a ...
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 ...
I hosted three round table discussions at least week’s excellent Econsultancy B2B Digital Cream event on the subject of Lead ...
“Our Solution is Better”. It’s a claim made by many B2B technology marketers, based on a perceived feature set advantage. ...
When you’ve been a customer for more than 20 years, you can sometimes get into the comfortable habit of assuming that the ...
The length of the average sales cycle is a concern for many B2B sales leaders, and with good reason: successfully shortening ...
