Leading research firm Forrester recently published a new report on “Competing in the Age of the Customer”. Although the majority of the examples they cite are from B2C, their conclusions have profound consequences for any B2B focused organisation. Here’s why...
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 ...
How accurate is your sales forecast? According to the latest survey data from CSO Insights, less than 50% of pipeline ...
What does "go-to-market" mean to you? Many companies react to new challenges in their business environment by declaring that ...
We've all suffered from SP*M. But where did it all start? I thought you might be interested in this light-hearted history ...
Every sales funnel leaks, but some leak more than others - and unfortunately often in the most expensive places. ...
Building a scalable, repeatable and predictable business is hard work. Even if you have a competitive solution in an ...
LinkedIn (NYSE: LNKD) went public on Thursday, amidst echoes of dot.com booms and busts from years gone by. The stock was ...
You’ve probably heard the frog in boiling water anecdote. So the theory goes, a frog that is placed in cold water and gently ...
