An old colleague of mine - a highly experienced sales leader with many years of sustained quota achievement to his credit - recently found his organisation acquired by one of the world’s leading IT players. I asked him how it was going. Now, we all know that there’s often a ...
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 ...
Most sales people, and most sales managers, have been conditioned to believe that bigger pipelines are better, but there are ...
A recent study involving more than 200 organisations by Channel Dynamics has highlighted some of the key reasons why so many ...
