One of the recurring themes in this discussion has been the concept of thinking in terms of a buying process not a selling process. Many times when I speak about this topic publicly, there is general ...

Process mapping is a vital technique for visualizing and understanding business processes. It allows you to outline each step involved in a workflow, effectively transforming the invisible into the ...

When you sell B2B, you don’t normally sell to just one person. You're selling to a group of decision-makers who have different levels of influence and different positions in the company. Apart from ...

Marketers, by now, are well-versed in the customer journey. And for good reason: being aware of the twists and turns a customer takes on the way to a sale is incredibly instructive—not to mention ...

But this is 2021, there is a new process in town. Organisations need to change their sales strategy or be left behind. Here’s what Sales reps need to know to navigate the B2B buying journey: Buying ...