The term "arms race" was initially used to describe the competition between two or more nations to establish the most powerful armed forces. Nowadays, the term is used to describe any situation where the goal is simply to stay ahead of the other party - and, as Joel York ...
A recent McKinsey Quarterly article claims that “we’re all marketers now” - and with good reason. Customer preferences are ...
An old colleague of mine - a highly experienced sales leader with many years of sustained quota achievement to his credit - ...
Earlier this week a group of UK-based software CEOs talked about their experiences of adopting a Software as a Service ...
We’re coming up to the end of June - the half-way point for many annual plans and company financial years. You undoubtedly ...
80% of lost sales opportunities are the result of either poor qualification or the lack of an effective sales process. But ...
Why have so many companies invested in CRM systems? According to the latest data from CSO Insights, the overriding goal for ...
Rick Page - in his book of the same name - reminds us that when it comes to winning Complex Sales, “Hope is Not a Strategy”. ...
Is your sales process characterised by lengthy buying cycles with the involvement of multiple decision makers? Are buying ...
Leading research firm Forrester recently published a new report on “Competing in the Age of the Customer”. Although the ...
