In a recent webcast, Sirius Decisions shared some preliminary results from their 2010 Sales Pipeline and Forecast Survey - a study conducted jointly with Cloud9 Analytics. As ever, their research makes for fascinating and thought-provoking reading.
Is Web 2.0 simply a passing fad or an enduring trend? We no longer have to rely on the evangelists’ opinion. A recent ...
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 ...
