There’s no doubt that business social media has an increasingly important role to play in B2B buying decisions. But if you were foolish enough to believe some of the social media charlatans, you would be switching almost all of your efforts to this new channel. And that ...
Steve Prentice of Gartner recently shared some fascinating perspectives* on the use of technology to drive business ...
Jonathan Farrington is the inspiration behind this week's Sales and Marketing Success Conference in aid of the Japan Relief ...
B2B marketing budgets took a hit during the recession. Most still haven’t recovered. Many don’t need to, because smarter ...
"Solution Selling" teaches us that if we are to be successful we need to help our prospects solve a problem, deal with a ...
Forrester Research recently concluded that only 1 in 8 B2B sales meetings create any useful value for the prospect. The ...
The annual Miller Heiman 2011 Sales Best Practices Study identifies the common characteristics of “world class” sales ...
Mashable recently republished research by Hunch into the self-reported differences between Apple Mac and Windows PC users. ...
I get the chance to observe many B2B sales people in action, and to identify the winning behaviours that seem to separate ...
According to the latest report from CSO Insights, B2B sales win rates are caught in a 5-year decline, with no evidence of an ...
