Neil Rackham is the father of SPIN. No, not the sort of dodgy dialogue that you hear from politicians, but the sales methodology that was truly groundbreaking for its time, and still highly relevant today.
Seth Godin nails it in his latest blog: "Three things you need if you want more customers"... If you want to grow, you need ...
Matt McCall is a co-founder and Managing Director of Draper Fisher Jurvetson Portage Venture Partners. He writes with great ...
One of my little luxuries is a McKinsey Quarterly subscription. I keep it up even during challenging times because it forces ...
Current economic pressures mean that we're all facing an incredibly risk-averse buying community. It's expressed in terms of ...
John Holland, co-founder and co-author of CustomerCentric Selling(r) has just reminded me how painful company presentations ...
For any of you who are not yet familiar with it, Selling Power is an outstanding online resource for B2B sales and marketing ...
Deals seem to be taking longer, more decision-makers are getting involved, and more deals just keep slipping from quarter to ...
The dust has started to settle on 2008, and from what we hear, a number of organisations ended up below their initial Q4 ...
