In today’s business climate, you would think that few organisations could afford to invest large amounts of sales and marketing effort in pursuing opportunities that are never destined to close. Yet I continue to come across examples of sales people chasing deals that they ...
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 ...
Everything suggests that 2012 is going to be a very difficult year. Economies around the world are slashing growth ...
When I first learned my trade - in the Golden Age of B2B Selling - BANT was all the rage as the sine qua non of sales ...
I’m sure that your sales organisation is straining every sinew to ensure that they close the quarter and the year with the ...
It’s November already - less than two months to go before the end of the year. I’m sure that your sales team is very focused ...
How does your organisation’s sales performance compare against the best in class? And what specifically could you do to ...
What are the factors that separate many of today’s top-performing B2B sales and marketing organisations from the rest? ...
Most of us are used to thinking of managing our sales pipeline through a series of sales stages. But this approach presents ...
