It's clear that in the current economic climate, avoiding wasted sales and marketing effort (and budget) is a subject that is dear to many hearts, as organisations react to the challenge of trying to do more with the same or fewer resources.
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, ...
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 ...
