If you’re in sales I’m guessing you’d tell me you’re all over your customers, right? You know the key 10 business challenges for each organisation, where they’re focussing budget and resources and the key decision makers you need to get in front of? Most salespeople talk … VIEW       

Businesses need a purpose beyond making money, in order to be better at making money.  That seems to be the essence of many of the best-selling writing on the shelves just now.  Brilliant examples of purpose driven businesses include start-ups (e.g. Rype Office), young entrepreneurs (e.g.Simon … VIEW       

Here are seven important trends to watch in customer retention that could help Brands resonate better and make Marketing strategies more relevant to the customers and prospects they seek to engage. 1 Actionable data will be key.Your marketing is only as powerful as the (actionable) data … VIEW       

India is indeed a land of contrast However among the billion, there are 300 Million Indians who speak good English and have a reasonable disposable income. This is really what makes India attractive to do business in. Picture the hustle and bustle in a typical Western … VIEW       

My favourite challenge for experienced B2B salespeople and sales leaders is to ask them to tell me about the client that they know best. They smile knowingly, look at me confidently and normally proceed to tell me in great detail about their stunning relationship with somebody … VIEW       

Marketing has to work harder to generate leads that Sales will use   Sales people don’t want ‘leads’ No matter what they say, sales people ignore ‘leads’ supplied by Marketing simply because most are unqualified and waste their time. Salespeople are expensive if they’re not selling … VIEW       

Buyers are vulnerable people Just like you, buyers have hopes, fears, and ambitions. They need to protect their position, answer their boss’ questions and increase their value to their employer. More than ever, buyers want to learn. They don’t have time for 20 questions along the … VIEW       

Assuming you’ve a shiny new plan that everyone is convinced is the answer to all of your growth challenges for next year, then I’ve three questions for you that might give you pause for thought. 1 Why a new plan? Sorry to be a party pooper … VIEW