In: sales

Salesperson sitting at laptop - responses to the changing sales environment

14th Aug 2020Five key responses to the changing sales environment


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

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People discussing business development

06th Nov 2019Partnership Framework 9/9 – Business Development


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

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Newspapers Facts

19th Sep 2018Get the facts right # 3


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

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Fact Header

11th Sep 2018Get the facts right #2


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

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Contract

20th Jul 2018Sales Enablement is not easy – get the basics right first


Sales Enablement is all the rage now; ten years ago I needed to explain the concept, now I am likely to…

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Lead Word Cloud

06th Sep 2016Why do you have MQL and SQL?


What’s wrong with MQL and SQL?! I was recently talking to a colleague about sales and marketing alignment when the question…

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Sales Team in the office

22nd Jun 2016The “science” of building a scalable sales team


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

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