Is Web 2.0 simply a passing fad or an enduring trend? We no longer have to rely on the evangelists’ opinion. A recent McKinsey study of more than 3,000 executives has come up with statistically significant proof that the intensive organisation-wide adoption of Web 2.0 ...
Which people, and which organisations, are most influential in shaping your prospect's thinking? Who do they turn to for ...
I'm a great admirer of the work that Marketo has been doing to provide tools that transform the way sales and marketing ...
If there’s one piece of advice that I would offer to any B2B organisation wanting to improve their sales performance it ...
I was re-reading Neil Rackham’s SPIN Selling the other day - a recommended activity for anyone involved in B2B selling - and ...
I've just reviewed the results of a recent LinkedIn poll in which I asked the audience to identify the initiative that had ...
I’ve written before about the potential of Salesforce.com’s recently-launched Chatter application to drive intracompany ...
What does your ideal customer or prospect look like? The question is an important one, because too many sales pipelines are ...
There are few things more impressive than a consistently successful sales person. Over the years, I’ve sought to identify ...
How accurate are your sales forecasts? According to the latest research from CSO Insights, less than 50% of deals close as ...
