The quality of any conversation, whether business or social, is largely determined by who we choose to talk to, what we choose to talk about and the form of language we choose to use. But in the business domain, and particularly as a sales person, your choices have another ...
If it ain't broke, don't fix it! Starbucks might have done well to embrace this principle in their relationship with me.
Online shopping should be a painless experience, right? Aviva, the UK insurance company are certainly trying to convey that ...
In my previous article on the Buyer's Journey, I set out our latest thinking on the nature of the B2B Buying Process. In ...
The concept of the buyer's journey has been around for a number of years. Hugh Macfarlane's "The Leaky Funnel" inspired a ...
BANT, in case anyone is unfamiliar with the acronym, stands for Budget, Authority, Need and Timeline. It’s commonly used in ...
It’s an old story, but one that I still hear far too often. Salespeople complaining that marketing never generates any ...
I’ve lost track of the number of companies who proclaim that they are embracing a “value-added” strategy in order to ...
Is your sales and marketing aligned? If not, you are running the risk of falling behind. Sometimes the signs of a lack of ...
BP has been getting a great deal of adverse publicity for the recent massive leak in their Gulf of Mexico oil pipeline. It’s ...
