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    Blog Category // B2B Buying Process (4)

    Forrester: 4 types of B2B buyer = 4 types of B2B seller

    There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose ...

    Why you don’t need any sales stages in your sales pipeline

    The above assertion might appear counter-intuitive, but please bear with me. I’m going to try and make the case that you ...

    It’s time to kick the Shih Tzu out of buyer personas

    B2B marketers are directing an increasing percentage of their energy and budget towards content creation. But the consequent ...

    Acronyms Away! Why COI trumps ROI

    I’ve just been reading an article that suggests that ROI (Return on Investment) is some sort of magic bullet that can ...

    B2B Sales: Why you must systematically target these 3 avoidable errors

    Sales people and sales leaders have been regularly urged over the years to adopt “best practices” as a way of improving ...

    Think your salespeople have a closing problem? Think again…

    I’ve lost count of the number of clients who call me in because they think their sales people have a problem closing new ...

    What’s the one thing VCs love even more than growth?

    Of course, every VC wants to see their portfolio companies grow. But as Scott Maxwell of OpenView Venture Partners points ...

    Why your sales funnel needs to leak from the top, not the bottom

    Let’s face it, every sales funnel leaks. It’s just that some seem to leak more than others - and many are leaking in all the ...

    Don’t waste your time on deals that have no compelling reason to act

    It’s often quoted, but worth repeating: the biggest single reason why B2B sales people lose seemingly well-qualified ...

    Sales and Marketing alignment - necessary but not sufficient

    Most CEOs would like to see their sales and marketing teams working more effectively together. Many have “improving sales ...