Facing a rapidly evolving technology landscape, any organisation involved in commercial software development is being forced to cope with architectural decisions that have the potential to make or break their company going forward. There are many dimensions to consider - ...
If you’re like most of the companies I work with, you’ve got two key focuses at the moment: finishing the current year in ...
I’ve referred previously to Forrester’s findings that only 7% of all sales calls are regarded by senior prospect executives ...
Companies have regularly declared that “improving sales and marketing alignment” is a top priority - and with good reason. ...
There’s an end-of-quarter scene that’s about to be played out in companies across the world. The sales forecast so ...
We can all benefit from reading inspiring books that help us to challenge our assumptions and to take on a fresh ...
The late Dave Packard, co-founder of HP, once made the observation that “marketing is too important to be left to the ...
In today’s business climate, you would think that few organisations could afford to invest large amounts of sales and ...
According to recent Forrester research quoted by Tim Riesterer in his excellent “Conversations that Win the Complex Sale”, ...
In a recent article, I explained why BANT-based sales qualification is being overtaken by FAINT ...
