For B2B companies, it makes perfect sense to shorten the sales cycle wherever possible. Sales processes cost valuable resource; The quicker you attract prospects and close deals, the more efficient and profitable your business becomes. Without the use of streamlining techniques,...

During the ‘70s and ‘80s, Hershey ran a series of commercials for Reese’s Peanut Butter Cups with the tagline “Two Great Tastes that Taste Great Together.” As part of the campaign, serendipitous accidents mixed peanut butter and chocolate. The accidents were silly, but the...

Converting a lead into a customer is a long, slow, complex process – especially in the B2B sector. Perhaps that sounds familiar to you? According to B2B Magazine, 43% of B2B marketers say their sales cycles have slowed down over recent years. And when the sales cycle is slow, so...

Prospecting is the initial stage of any outbound sales process. It’s your job to recognise probable customers who have shown an interest in your products or services (prospects), before delivering an array of highly-targeted communications to further attract, convince and convert...

ChaffeUsing machine learning and predictive intelligence through the B2B Buyer journey AI (artificial intelligence) has become a business buzzword this past year, even featuring in the mainstream media. Many martech vendors are competing to launch AI features for their product or...

Maybe you’ve heard people talking about a business requirements analysis plan. You may have heard them say it’s one of the necessary stages in a successful sale. But do you really know how to use it (in all its various forms)? Let’s break down the three key...

What is a strategy? The Oxford English Dictionary defines it as, “A plan of action designed to achieve a long-term or overall aim“. For example, an “economic strategy” is when a government implements measures to increase demand or production in a country....

IBM’s latest developments to its Watson super-computer demonstrate year on year that Artificial Intelligence (AI) is set to play an increasingly dominant role in how our companies operate in coming years. From a business perspective, the question is no longer whether AI has a...

According to studies conducted in Neuroscience, we each make thousands of decisions a day. And the importance of these decisions varies enormously. Some are trivial: “should I wear a red tie or a black tie? “. Others are genuinely important: “should I hire this...

Little red book of sales: how the B2B seller can take a great leap forward! I first came across Jeffrey Gitomer, a friendly and atypical sales star, at a conference in Exeter a few years ago. The first book which I read of his is the famous “little black book of connections”, a...