What are the key factors that determine whether your organisation is going to be able to realise its full potential? The quality of your people and of your product offerings is clearly critical. But if you have a B2B focus and are competing in high-value, complex sales ...
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 ...
Gartner defines Social CRM as applications “for supporting communities of internal users, customers, partners and other ...
Recent research by CSO Insights, SiriusDecisions and others confirms what a growing number of sales managers have observed: ...
What makes a sales meeting valuable to a prospect? It’s when the sales person clearly understands the prospect’s business ...
Like most high-tech marketers, I found Geoffrey Moore’s “Crossing the Chasm” essential reading. His concept of the gap that ...
Have you ever stumbled over a sales opportunity late in the day, after your prospect had already consulted with one or more ...
Recent research by MarketBridge confirms that migration to the “Cloud” is accelerating - and that some fascinating patterns ...
As one of many thousands affected by Vodafone's recent network outage along the M4 corridor, I approached their customer ...
