The term “cannon fodder” is used as a somewhat dismissive description for soldiers who were regarded by their generals as expendable and … [Read more...] about RFPs: how to avoid being column fodder
Spotlight on Strategic Selling
In this, the second of my series of articles for the International Journal of Sales Transformation on today’s leading sales methodologies, I … [Read more...] about Spotlight on Strategic Selling
Helping your customer make sense of complexity
Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of information - often inconsistent, … [Read more...] about Helping your customer make sense of complexity
A fresh perspective on the Challenger Sale research
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. … [Read more...] about A fresh perspective on the Challenger Sale research
Who are your ideal customers?
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?
