As any of you who have ever carried a quota know only too well, getting to the apparent end of a long sales cycle and being told that you have been selected is no guarantee that you are going to walk away with an order - now, or at any time in the future.
There are few things more dispiriting than investing months of effort in a long and complex sales campaign and then coming ...
It’s been obvious for a while to anyone involved in developing or reselling B2B software that the move to SaaS is having a ...
There’s no doubt that the internet, Web 2.0 and business social networks are having a dramatic impact on B2B buying ...
We're now half way through Q1 - the period that sets the scene for your sales performance for the rest of the year. Stumble ...
My first few mobile phones were all made by Nokia. They earned my brand loyalty with devices that performed well and - in ...
I’ve touched on the importance of data quality before - even made it one of my three recommended New Year’s resolutions - ...
According to some of the latest research published by CSO Insights and others, an increasingly common outcome for forecasted ...
Forrester’s latest research “B2B Sales and Marketing Alignment Starts with the Customer” confirms the dysfunctional and ...
Goldman Sachs’ latest IT Spending Survey and Software Market Analysis reveals a number of “Techtonic shifts” in technology ...
