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    Blog Category // Complex Sales (28)

    “If Only it Could Be Yesterday Again” – Rika and Sayuri Ishikawa’s Story

    Jonathan Farrington is the inspiration behind this week's Sales and Marketing Success Conference in aid of the Japan Relief ...

    B2B Sales: What’s Holding Your Prospects Back?

    "Solution Selling" teaches us that if we are to be successful we need to help our prospects solve a problem, deal with a ...

    When You’re “Selling”, are you Collecting, Collating or Creating?

    Forrester Research recently concluded that only 1 in 8 B2B sales meetings create any useful value for the prospect. The ...

    Miller Heiman on Enabling a High Performance B2B Salesforce

    The annual Miller Heiman 2011 Sales Best Practices Study identifies the common characteristics of “world class” sales ...

    5 Key Qualities of Today’s Most Successful B2B Salespeople

    I get the chance to observe many B2B sales people in action, and to identify the winning behaviours that seem to separate ...

    B2B Sales Win Rates are in a 5-Year Decline

    According to the latest report from CSO Insights, B2B sales win rates are caught in a 5-year decline, with no evidence of an ...

    Marketo CEO talks about Driving Business Velocity...

    Marketo have pioneered an innovative “revenue cycle management” approach to integrating B2B sales and marketing that is ...

    MarketBridge Charts B2B Channel Cloud Challenge

    I’ve written before - quoting Forrester Research - about how SaaS is blowing storm clouds over the IT channel. Now the ...

    The 10 Key Questions your Business Model Must Address

    It’s becoming obvious that narrowly-focused business models based around the traditional “4Ps” of Product, Price, Place and ...

    5 Questions You Must Ask Before You Create any More Sales Collateral

    Do your sales tools have the desired effect? According to recent research conducted by the Corporate Executive Board and ...