Let’s face it - today’s B2B buyers are scared. They are concerned about the risks and consequences of making a bad buying decision. The impact can be seen in extended buying decisions, growing numbers of participants in the buying process, elevated approval levels and more ...
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, ...
There's an excellent article in ModernSelling on the latest Miller Heiman findings about the things that set top performing ...
You've found a well-qualified prospect with an urgent need that you have a superior solution for. You've helped them through ...
OK. So you've managed to engage with a well qualified prospect who has issues they cannot afford not to deal with, and ...
These are tough times for many B2B vendors. Revenue targets are looking increasingly challenging, forecasting is proving ...
There's a very interesting article in the latest edition of Selling Power (registration required). They quote market ...
Neil Rackham is the father of SPIN. No, not the sort of dodgy dialogue that you hear from politicians, but the sales ...
