CSO Insights have just published their 2012 Sales Management Optimisation study. As always, the conclusions from their latest research make compelling reading - and provide B2B sales leaders with much to think about.
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 ...
According to a recent series of articles by Adam Needles, author of “Balancing the Demand Equation”, the current state of ...
