There’s been a great deal of comment – often from people and organisations who frankly should know better – about how today’s … [Read more...] about When your customers DO want to speak to a sales person
The keys to engaging our stakeholders
Our prospective customers are far more likely to want to engage with us if they believe that they are likely to learn something valuable from us. Most … [Read more...] about The keys to engaging our stakeholders
Why early engagement is critical to sales success
The now increasingly discredited BANT (Budget, Authority, Need and Timeframe) approach to opportunity qualification discouraged sales people from … [Read more...] about Why early engagement is critical to sales success
