Over the past decade, sales management in the B2B space has undergone a profound transformation. Technological advancements, changing buyer behaviours, and evolving business ecosystems have all contributed to reshaping the role. Here, we delve into the key changes in the
Pricing is a subject that every business must address with precision, as it directly impacts profit, cash flow, and sustainability. The feedback from sales teams often revolves around one core issue: customers perceive that the price is too high. This
Starting a business is an exciting and challenging journey. Entrepreneurs are often visionaries with the ability to spot opportunities and take bold risks. However, the journey of early stage start-ups to success demands not just passion, but also the ability
The development of strategy in the current economic climate for B2B businesses is as challenging as ever. Understanding the biggest growth challenges that affect all companies and how you respond to them will define your growth over the next three
The true challenge for a company is not merely the development of a business strategy; it is the successful execution of that strategy. Although it is crucial to have a well-designed strategic plan, it is of little consequence if the
In today’s competitive B2B landscape, lead nurturing has become a critical function in ensuring marketing and sales success. Yet, many organisations struggle to turn leads into revenue, not due to a lack of leads but through a lack of understanding
In today’s rapidly evolving B2B landscape, the division between sales and marketing responsibilities is becoming increasingly blurred. While traditionally, sales teams have carried the lion’s share of the responsibility for revenue generation, this model no longer aligns with modern buyer
Are you among the 31% of CEOs concerned about revenue attainment when comparing their company’s results to their expectations? CEOs nowadays are routinely disappointed and increasingly frustrated, and their focus is shifting to finding out how to go about solving
Is this just another trend passing through, or is there a value to companies they miss out on? Do sales leaders know such a role exists to support revenue delivery efforts? Firstly, we must answer the question, “What is sales
Companies invest heavily in streamlining operational units (logistics, manufacturing, warehousing, etc.) to maximise profit, but is the same scrutiny applied to streamlining revenue operations? With the advent of advanced technology for revenue-generating business streams, the opportunity to streamline and maximise