Every sales pipeline includes opportunities that are never likely to close, and that - for as long as they remain in the pipeline - will divert resources away from your more attractive opportunities. I’ve found the following 15 questions to be extremely helpful in sorting ...
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 - ...
In the company of thousands of others - both in the venue and on-line - I listened with rapt attention in London’s Royal ...
How many times has a customer said that they are looking for creative ideas from you? Or that they value innovation? Stop a ...
These are challenging times for many B2B sales organisations - particularly if you have a high-value, relatively complex ...
If you’re able to get to London on the 1st November, I’d like to suggest that you join me and invest a day in attending the ...
The latest research by Aberdeen Group, SiriusDecisions, CSO Insights and others suggests that organisations with ...
There’s been much discussion - and many words written - about the recent resignation of Steve Jobs as Apple’s Chief ...
2011 marks the 20th anniversary of the first publication of Geoffrey Moore’s ground-breaking “Crossing the Chasm” - a book ...
