When I ask many B2B marketing departments how their success is measured, the most common answer is “the number of leads generated”. But if you’re involved in selling high-value products or services with a lengthy and complex buying process, this is a metric that could lead ...
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 ...
There’s been much talk recently (and I’ve been guilty of some of it myself) about the need to provoke your prospects with ...
The dictionary defines a manifesto as a public declaration of intentions, opinions, objectives, or motives. It seems to me - ...
