Selling undifferentiated products is tough. Margins are declining, competition is increasing, and the buyer has all the power. Wouldn’t it be so much nicer if you could sell highly profitable value-added solutions instead? Well, possibly... I’ve lost count of the number of ...
Most sales organisations have some sort of CRM system in place. Many have made significant investments in the system. Yet ...
I was reflecting with a client the other day on the current economic climate, and how hard it was to recruit really good ...
The latest McKinsey Quarterly carries a great article on the consumer decision journey - and shoots holes in the now ...
How confident are you that you truly, deeply understand who your best prospects are, what really matters to them, and how ...
It's clear that in the current economic climate, avoiding wasted sales and marketing effort (and budget) is a subject that ...
Let’s face it - today’s B2B buyers are scared. They are concerned about the risks and consequences of making a bad buying ...
Today's buyers are influenced by a wide variety of sources, far beyond the conventional analyst and press community. They ...
That's Gartners' #1 prediction in their 2009 survey of key trends in technology - and you can see why. According to Gartner, ...
