It’s the time of year when we all get showered with recommendations for New Year Resolutions, and as if you haven’t already got enough to be thinking about, I’d like to throw three simple suggestions into the mix.
In a recent webcast, Sirius Decisions shared some preliminary results from their 2010 Sales Pipeline and Forecast Survey - a ...
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 ...
