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What high-value B2B technology sales teams need…?

19th Oct 2020What does sales need…?

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

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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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Partnership Framework Diagram

05th Sep 2019Introducing the Partnership Framework

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

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Travel Trams

08th May 2018Going Global through Partners #2 – Building the Right Partnerships

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

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Suited Man

06th Dec 2016The one way to win? A few thoughts on sales processes

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…

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Ten tips for building effective sales partnerships

22nd Sep 2016Ten tips for building effective sales partnerships

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

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Sales Cycle

15th Sep 2016Why is knowing your Sales Cycle important?

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

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OEM Word

05th Sep 2016The Pros and Cons of OEM Partner Relationships

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

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