Knowing your Ideal Customer Profile is critical - do you know yours?

Sales and Marketing are pulling in opposite directions. Your pipeline is paying the price.

It’s important to know your marketplace so intimately that you are able to see emerging trends and identify the problems your customers are hoping to fix. To have your finger on the pulse, as it were. The question is, where is the ‘pulse’ for your new product? In this article we aim to unpack the research phase of NPD a little further.

Leading on from Sales Enablement – To Automate Or Not?

Is Automated messaging helping or hurting your Sales Enablement efforts?

If a business takes Social Selling seriously, then every employee can become a beater, cultivating their networks (on company time of course) to serve the business and its messages.

How do we apply this hunting analogy to contemporary business and Social Selling? Your company receptionist is probably trained to keep Sales calls out. So cold calling, previously the mainstay of business development, is practically impossible these days.

'Concentrate on measuring performance, and winning will take care of itself'

Unless activity is acutely focused, energy and resources are dissipated, because forward momentum alone is not the key to success.