I imagine we've all seen it, and frequently suffered from it: the sales person who can't wait to tell you about the features, advantages and so-called benefits of their product or service. It all starts so promisingly - the sales person starts by asking questions about the ...
Vendors who have the discipline to complete win/loss reports usually uncover valuable insights. But concentrating only on ...
If you're going to lose, it's always better to lose early - and if a deal is going nowhere, it's always better to realise ...
Most of our clients come from B2B markets, with complex sales environments and are selling a discretionary product or ...
Many vendors who have a B2B sales model are facing tighter end-user budgets—and buyers who are prepared only to invest in ...
Like most high-tech marketers, I found Geoffrey Moore’s “Crossing the Chasm” essential reading. His concept of the gap that ...
Most of the best recent thinking about the complex B2B sales environment suggests that the primary role of the sales person ...
… or at least, that’s been my experience over the past few days. I had the misfortune to have my car stolen last weekend. It ...
I spent half a day at the London "Technology for Marketing and Advertising" show today. I wished I hadn't. Each of the ...
I'm making these observations about the high-tech sector in particular, but it may be that they are relevant to other B2B ...
