• Written by Alistair Fox
• Categorised Partnerships, Sales Enablement

Something wrong? I’ve worked in a couple of B2B partnerships recently where problems with the relationship were threatening the future business….

• Written by Alistair Fox
• Categorised Sales, Sales Enablement

I find fewer and fewer people these days prepared to admit that they might not know everything. It seems some people…

• Written by Alistair Fox
• Categorised Marketing, Sales Enablement, Uncategorised

It’s tricky isn’t it – I just don’t think there’s one winning way. If there is, it’s ‘adaptability’. What a cop…

• Written by Alistair Fox
• Categorised Sales Enablement

Or is it B2B marketing? This is a great video from the guy that started Hubspot’s sales. What I liked about…

• Written by Alistair Fox
• Categorised Sales Enablement

When we started working with companies to deliver sales enablement services, the term would draw blank faces or be equated to…

• Written by Alistair Fox
• Categorised Marketing, Sales Enablement

Many telecommunications and technology companies have repeated attempts at moving from a product sell to selling solutions. The reasons for attempting the move appear compelling…

• Written by Alistair Fox
• Categorised Marketing, Sales Enablement

Ten years ago, I led a group developing global telecoms solutions for a large telecoms equipment vendor. The goal of the Solutions Group was to identify these solutions, then develop and package them so they could be sold by the worldwide salesforce…