Most sales organisations - and most of the sales people who work for them - are capable of describing their target market in broad demographic terms. … [Read more...] about Who are your ideal customers?
Why are so many CRM implementations still failing?
According to many market analysts, the market for CRM solutions shows no signs of slowing down. It’s increasingly rare to find established sales … [Read more...] about Why are so many CRM implementations still failing?
How likely is your customer to take action?
One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably going to buy something, and … [Read more...] about How likely is your customer to take action?
Spotlight on Sandler
I’ve been commissioned by the International Journal of Sales Transformation to write a series of articles comparing and contrasting … [Read more...] about Spotlight on Sandler
How does your CRM manage different opportunity types?
Why do so many CRM implementations behave as if every sales opportunity was created equal? If your organisation is involved in B2B or transactional … [Read more...] about How does your CRM manage different opportunity types?
Video: 3 Key Sales Questions Every CEO Should be Able to Answer
George Brontén of Membrain is one of the smartest people I know when it comes to the latest trends affecting complex B2B sales. His team have … [Read more...] about Video: 3 Key Sales Questions Every CEO Should be Able to Answer
