If your organisation is involved in long, complex and resource-intensive sales cycles, there are few things more frustrating than finishing second to a competitor - except perhaps losing out to a prospect’s decision to “do nothing”. In both cases, great effort has probably ...
Today during his keynote at Cloudforce 2010 in London’s Royal Festival Hall, Marc Benioff, Chairman and Chief Executive of ...
The quality of any conversation, whether business or social, is largely determined by who we choose to talk to, what we ...
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 ...
