As we emerge from the downturn, it’s clear that we’re going to have to find new and better ways of reaching and satisfying our customers. The May 2010 edition of the McKinsey Quarterly reports that “the way businesses buy from and sell to each other is changing”. No great ...
Many B2B-focused organisations to prefer to talk in terms of delivering “solutions” rather than selling products. CEOs speak ...
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 ...
