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Looking to shorten your sales cycle? Start by building trust
Lengthy buying journeys are one of the most common frustrations for sales leaders. A deal may be moving in the right...
Half of tech buyers rank trust above cost when choosing vendors, EC-PR research reveals
Discovery stage identified as critical trust barrier before sales engagement begins. Trust has emerged as the single...
The trust factor: What every pipeline depends on
A vendor can offer the right solution at the right price and still lose the deal. That reality leaves many companies...
Why alignment beats activity in tech marketing
George Bernard Shaw taught us, “The biggest problem in communications is the illusion it has taken place”. Perhaps he...
How to craft a killer comms strategy that converts
Your comms strategy is rooted in your business drivers. It captures who you need to influence (your target audience) and persuade. It summarises what you must say to engage, attract and win their attention. Finally, it signposts the channels in which you need to be...
Why traditional sales tactics are failing in B2B tech
In today's B2B technology landscape, the old-school sales playbook is gathering dust. Here's a startling reality check: B2B buyers spend only 17% of their time meeting with potential suppliers. That's right. In a complex purchasing decision that could impact their...
Why thought leadership is your most overlooked sales accelerator
You can do everything right. Clear messaging, strong pipeline, technically brilliant product and a fair price. And yet, you still lose the deal. This is a situation that many companies face on a regular basis, and they’re left trying to find impossible answers to...
Looking to shorten your sales cycle? Start by building trust
Lengthy buying journeys are one of the most common frustrations for sales leaders. A deal may be moving in the right direction, only to stall as buying groups hesitate, seeking more information or simply failing to align. This may look like indecision, but it is often...
