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 qualification. In case any of you need reminding, BANT stands for Budget, Authority, Need and Timescale. It had - and still has - value in certain 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 ...
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 ...
