Most of us are used to thinking of managing our sales pipeline through a series of sales stages. But this approach presents a real danger of confusing sales activity with genuine progress in the prospect’s buying decision process. There are compelling reasons why sales ...
I’ve lost count of the number of organisations who, facing increased competition in their core markets, have ambitions to ...
When I ask many B2B marketing departments how their success is measured, the most common answer is “the number of leads ...
Regrettably, the situation I’m about to describe is still far too common in many B2B sales and marketing organisations. ...
Sir Christopher Wren, architect of London’s St Paul’s Cathedral, is celebrated in a simple black marble inscription under ...
I’m going to be speaking at Econsultancy’s FUNNEL 2011 conference on 1st November in London. The event focuses on a question ...
It’s October already, the 4th quarter has arrived, and the end of the year will soon be upon us. If your organisation is ...
I spent my formative years at Hewlett-Packard. Bill Hewlett and Dave Packard established set of business principles - ...
There comes a time in the life of most entrepreneurially-led, early stage companies where you start to imagine how much ...
Every sales pipeline includes opportunities that are never likely to close, and that - for as long as they remain in the ...
