• Written by Alistair Fox
• Categorised Sales Enablement, Sales

These are the the traits that B2B buyers’ value in salespeople, according to one recent survey: Are these the traits that…

• Written by Alistair Fox
• Categorised Sales Enablement, Sales

What’s the best way to create a customer success story? Customer success stories communicate best practice and ‘what has worked’ to…

• Written by Alistair Fox
• Categorised Uncategorised, Sales Enablement, Sales, COVID-19

What are your five key responses to the changing sales environment? Many companies, especially those selling complex solutions, have had their…

• Written by Alistair Fox
• Categorised Sales Enablement, Partnerships, Sales

Business Development might be a rather obvious partnership activity. Our view it has two facets that you shouldn’t confuse. This is…

• Written by Alistair Fox
• Categorised Sales Enablement, Partnerships, Sales

In part 4, we consider the Partner Plan – how we recruit and work with the right partners. “Give me six…

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

Why you need a Partnership Framework Large and small organisations, in both the public and private sector, are increasingly viewing partnerships…

• Written by Alistair Fox
• Categorised Sales Enablement, Sales

Facts: “My sale is 57% of the way through the sales cycle and 67% of my buyer’s journey is now done…

• Written by Alistair Fox
• Categorised Sales Enablement, Sales

Sales and marketing probably throw up more erroneous and irrelevant facts and statistics than politics. Have a quick read of this…

• Written by Alistair Fox
• Categorised Marketing, General, Sales

The concept of ‘Crossing is the Chasm’ is widely accepted as the primary challenge of tech start-ups aiming for a mass…

• Written by Alistair Fox
• Categorised Sales Enablement, Sales

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