Is there information you can provide, activities you can undertake, behaviour you can display or situations you can create to make more potential customers move faster towards purchasing your software?

If you are a business developer, then you do not have a sales target, because your job is not to generate revenue. Your job is to discover the value proposition which a sufficiently large number [...]

There’s plenty of generic advice on LinkedIn for using the platform. I ignore most of it. What works and what doesn’t come down to what type of business you run and what you want to achieve.

In my industry (software) the costs of revenue generation became a genuine headache when the shift from the on-premise pre-paid perpetual license format started to yield to cloud-based subscriptions.

“We have never believed in the value of the traditional office, spending time on commuting and conducting annual performance reviews. We deal with issues here and now and leave it to the [...]

In these times where the big buzz term is “Social Selling, ” cold calling has been deemed unproductive and is therefore, apparently, approaching its expiry date. I don’t agree [...]

Whether you are already a top-performing salesperson or you have the ambition of becoming one this is the #1 choice you have to make: Pick the right employer! So what is the “right” [...]

Download this series of posts as an ebook. Companies lie or at least they promise way more than they can deliver. Do you trust advertisements? Do you believe what companies say about themselves [...]

Any company in the world needs to continuously consider how they can generate more revenue with fewer resources. (If you do not belong in this category I would be very interested in listening to [...]

Download this series of posts as an ebook. Companies lie or at least they promise way more than they can deliver. Do you trust advertisements? Do you believe what companies say about themselves [...]