B2B sales

How many salespeople will be left by 2020?

How many salespeople will be left by 2020?

Pundits and analysts have predicted the demise of all sellers by 2020. With 18MM sellers this is a bit of…

5 Game-Changing Reasons LinkedIn Will Revolutionize All Business

5 Game-Changing Reasons LinkedIn Will Revolutionize All Business

Never underestimate the power of a big idea to change the entire world. Reid Hoffman’s ambitious vision to map the…

CRM: Graveyards of Information or Powerhouses for Improvement?

CRM: Graveyards of Information or Powerhouses for Improvement?

George Brontén from Membrain has been following my posts and regularly provides insightful comments. LinkedIn is an amazing platform for…

Five Predictions for B2B selling in 2015

Five Predictions for B2B selling in 2015

Henry Ford said: “If I had asked my customers what they wanted they would have said a faster horse.” Alan…

Quest for The Holy Grail of Sales Enablement

Quest for The Holy Grail of Sales Enablement

There I was, standing in a large corner office on the 42nd floor of a city high-rise waiting for my…

The Big (Sales) Short

The Big (Sales) Short

The most gobsmacking aspect of “The Big Short”, Michael Lewis’ brilliant book and the resulting  (and highly recommended) movie detailing…

Realigning CRM and Business Engagement

Realigning CRM and Business Engagement

How sales engagement is changing and what we need to do to stay ahead of the wave in order to…

B2B vs B2C Selling – Why Content Publishing Reigns Supreme

B2B vs B2C Selling – Why Content Publishing Reigns Supreme

  On average in business-to-business (B2B) selling there are more than 5 people within the customer organization involved in the…

Leads are the Raw Materials of Selling – Manage Them!

Leads are the Raw Materials of Selling – Manage Them!

There is a quote in business that has been attributed to many people over the years…“Nothing happens until someone sells…