In a not so interesting bit of irony, I wrote this post while I’m on the road again. McKinsey has an interesting article, Three Trends in Business-to-Business Sales. They highlight the following trends: (1) Customers want it all (easy transactions, complex solutions), (2) End of the road warrior (leveraging virtual interactions), and (3) Making the most of data (analytics driving new opportunities).
Inc. just published an interview with Ned Lamont, CEO of Campus TeleVideo. They sell into universities – institutions not known for speedy decision making (recent Big 12 shenanigans being perhaps the exception to the rule). I’ve spent time working with and selling into different public university systems and private universities. It’s a [...]
I view this as a significant validation of the value and opportunity social media brings to the enterprise. With more than 400 million Facebook members,
McKinsey Quarterly published an interesting article, The basis of business-to-business sales success, with great insights from enterprise buyers on where sales executives go wrong. It’s definitely worth a read for anyone who works in an organization that sells to enterprises.
Here’s a great chart of McKinsey’s findings:
The three [...]