Rick Page - in his book of the same name - reminds us that when it comes to winning Complex Sales, “Hope is Not a Strategy”. Of course he’s right - and when it comes to managing B2B sales pipelines I have also become convinced that Inconsistency Cannot be a Foundation. ...
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 ...
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 ...
