Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business development reps in complex B2B sales environments often find themselves having to make a large number of contact attempts in order to get a single ...
Regular readers will know that I have been evangelising the critical importance of customer-specific value stories for a ...
Business customers have become increasingly used to as-a-service models, rather than outright purchase - and many of them ...
I recently had the pleasure of speaking at length with Jan Ropponen, author of “Secrets of Sales Innovators - how ...
I was pleased to be asked to contribute an article to the latest edition of Top Sales Magazine - a regular source of insight ...
I was very pleased to be invited by the International Journal of Sales Transformation to contribute an article to their ...
In a recent article (Advance or disqualify!), I proposed that salespeople - rather than clinging on to lifeless sales ...
In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant ...
It might seem strange - in a season when we traditionally wish goodwill to all men and women - to take the position that ...
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production ...
