Blog Category // Complex Sales (38)

Sell more solutions by uncovering more urgent needs

Many vendors who have a B2B sales model are facing tighter end-user budgets—and buyers who are prepared only to invest in ...

The Chasm is closer than you think

Like most high-tech marketers, I found Geoffrey Moore’s “Crossing the Chasm” essential reading. His concept of the gap that ...

It's better to sail with the wind than against it...

Most of the best recent thinking about the complex B2B sales environment suggests that the primary role of the sales person ...