In sales, all leads are not created equal. And unhelpfully, there’s no single definition for what constitutes a lead. Worse still, there’s a huge range of interpretations and plenty of ambiguity. For…
Strategy
Channel has to work harder
The times have changed and your approach to channel sales and marketing must change too. The advent of transformational technology such as cloud computing and data analytics, has forced a reshaping of…
Reset, refocus, reimagine your GTM
With business re-awakening to a very different world, marketers have to take a hard look at how they go-to-market, to who and how. It is clear that the Coronavirus outbreak hit marketing…
A new GTM for a new world
Our changed times demand a new sales and marketing function Many of the most relied-upon tools and tactics for sales teams have disappeared since COVID-19 took a hold of the planet. No…
Don’t blink
Business as we know it has changed. Probably forever. It’s tempting to step back, to put things off, try and wait it out to see what happens. But from the small intricacies…
Covering the buying cycle – don’t just sell strategically
It is more complex than ever for B2B salespeople to gain agreement and uncover all appropriate decision makers. Finding all the key stakeholders is imperative or deals could be at risk as…