Why Bother with Marketing when Sales is Working Well?
Reading Time: 2 minutes You lead a B2B organisation. The average transaction value of your services is circa $50,000. So, we are not …
Reading Time: 2 minutes You lead a B2B organisation. The average transaction value of your services is circa $50,000. So, we are not …
Reading Time: 5 minutes Is a cold call worth the time and effort? Every B2B Sales professional has asked themselves the question at some point: is a cold call worth the time, effort, and likelihood …
Reading Time: 5 minutes When I started my Sales career, I saw things through a rather simple lens. In my blatantly naïve perspective, there was ONE decision maker in every prospective …
Reading Time: 6 minutes Customer profiling is a no-brainer and is common knowledge. Salespeople, especially those that survive and thrive in the game are good at profiling the prospect …
Reading Time: 4 minutes Complexity is on the increase in B2B Sales. According to research from Bain & Co, most enterprises have increasing sales expenses as a percentage of revenues …
Reading Time: 8 minutes The Flawed Assumption If you are in B2B Sales, be it as a Sales Leader or a Sales Professional, you have more than likely been in a situation where you thought ‘the deal’ was …
Reading Time: < 1 minute If you are considering Social Selling as an organisation – or already executing on it – what are the measures of success? What KPIs should you put in place? And – how do …
Reading Time: 4 minutes The profession of Sales introduces one, to many a tough situation. Yes, the rewards can be plentiful, the glory insuperable and the lifestyle lavish. Indeed, the highs can …
Reading Time: 10 minutes There was a time when the written word was more than enough for organisations to make a compelling case. Today, we live in the era of social media and the written …
Reading Time: 8 minutes Recently, I was one of the facilitators at the Social Selling Forum in Melbourne, Australia. Over lunch, one of the attendees asked me – “When developing …
Reading Time: < 1 minute The B2B buyer behaviour has changed. The B2B buying process has changed. It is safe to say that the B2B buyer has changed. This change in buyer behaviour has compelled …
Reading Time: 9 minutes Most B2B decision makers approach a business buying decision just like they approach purchasing decision in their personal lives. We shop for clothes online …