• Written by Alistair Fox
• Categorised Uncategorised, Sales Enablement

What does sales need… from Marketing? High-value B2B technology sales teams need marketing to: Develop and position the product/service to meet…

• 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 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 Uncategorised, Marketing, Sales Enablement, Partnerships

Building the Right Partnerships Expanding internationally is rarely easy and is often approached on an opportunistic basis. If you decide to…

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

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 Uncategorised

Here’re my ten suggestions for building effective sales partnerships: 1 Have clear Partnering Objectives: “Sound strategy starts with having the right goal.”…

• Written by Alistair Fox
• Categorised Uncategorised

Do you know the sales cycle for your B2B solution? Does it reflect what happens in real life, the best approach…

• Written by Alistair Fox
• Categorised Uncategorised, Partnerships

Synopsis Some companies, especially start-ups see an OEM Partner Relationships as a panacea, where the challenge of growing sales in multiple…