In a recent webcast, Sirius Decisions shared some preliminary results from their 2010 Sales Pipeline and Forecast Survey - a study conducted jointly with Cloud9 Analytics. As ever, their research makes for fascinating and thought-provoking reading.
The Inflexion-Point Blog: VALUE SELLING STRATEGIES
I attended SirusDecisions’ excellent inaugural European summit in London yesterday. It was packed with essential information and insight for anyone concerned with improving their organisation’s sales and marketing alignment, and offered compelling evidence for the benefits of getting sales and marketing working collaboratively towards a common goal.
The concept of the buyer's journey has been around for a number of years. Hugh Macfarlane's "The Leaky Funnel" inspired a number of our early sales and marketing alignment assignments, and was one of the first books to suggest shifting attention away from driving the sales process to facilitating the buying process.