Marketo have pioneered an innovative “revenue cycle management” approach to integrating B2B sales and marketing that is enabling their customers to build better pipelines, shorten sales cycles and increase win rates. Phil Fernandez, Marketo’s CEO, recently shared his ...
I’ve written before - quoting Forrester Research - about how SaaS is blowing storm clouds over the IT channel. Now the ...
The always thought-provoking SiriusDecisions blog recently considered the impact of private equity investment on B2B ...
It’s becoming obvious that narrowly-focused business models based around the traditional “4Ps” of Product, Price, Place and ...
Do your sales tools have the desired effect? According to recent research conducted by the Corporate Executive Board and ...
I was chatting the other day to Andy Gannon, an old colleague of mine who is now the chairman of CGA - the customer ...
Ella Fitzgerald, Aretha Franklin, Sam Cooke, Bing Crosby and Perry Como all recorded the Arlen/Mercer classic “You’ve Got to ...
What are the key factors that determine whether your organisation is going to be able to realise its full potential? The ...
Steve Blank, author of the acclaimed “Four Steps to the Epiphany” has learned more than most entrepreneurs about the secrets ...
Most B2B sales organisations have some sort of CRM system in place - or are planning to invest in one. Yet I still keep ...
