Are you involved in selling high-value, complex products or services to a business audience? I recently suggested that most of your sales efforts are likely to be wasted - you can read the article here. But there’s no reason to let marketing off the hook. John Wanamaker, ...
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 ...
According to CSO Insights’ recently published annual sales performance optimisation study, the number of sales people making ...
Last week I took part - together with 30+ senior sales and marketing executives from the technology sector - in an excellent ...
