Many B2B-focused organisations to prefer to talk in terms of delivering “solutions” rather than selling products. CEOs speak about becoming solution-driven rather than product led. But, as I’ve observed in a previous article, that transition is by no means straightforward – ...
Your customers, and your prospects, have opinions - and they are fascinated by the opinions of their peer groups and others ...
According to the latest research from Gartner, marketing spend amongst high-tech and technology providers is on the rise ...
Are you involved in selling high-value, complex products or services to a business audience? I recently suggested that most ...
Let’s face it, in almost every b2b sales organisation, there’s far too much valuable selling time going to waste. It’s being ...
In Bill Clinton’s successful 1992 presidential election campaign, a sign famously hung in his Little Rock campaign ...
Is your offering a discretionary purchase for your customer? Do you often find yourself having to create needs? Does your ...
The past year has provided abundant evidence that driving sales people to "sell harder" and hoping that this will boost ...
In today's business climate, useful or important needs might help to get a vendor considered or evaluated, but only urgent ...
