Monday, January 10th, 2022

Character to lead

We interviewed Kelly Garramone and Phil Styrlund to understand how character is a key driver of organisational success in sales. They explained how sales organisations can take part in some ground-breaking research that will drive performance. What is character science? Pioneered by Dr Fred Kiel (amongst others), character science is a new field of study that was born out of… 

Friday, February 26th, 2021

4 GROWTH PILLARS FOR CSOs

THE KEY TO ACCELERATING REVENUE GROWTH FOR B2B SALES… 

Thursday, March 21st, 2019

Acquisition is not the same as expansion

In sales, acquiring new business and expanding existing relationships is not the same thing – in which case, why do so many companies have the same conversations with prospects as they do with customers? Over the past two years we have undertaken new, original research focused on existing customer conversations. After a decade of hype surrounding the provocative selling approach,… 

Thursday, March 21st, 2019

Forecast accuracy remains an oxymoron

In general, deals won have been less… 

Friday, April 28th, 2017

From Impossible to Inevitable: How Hypergrowth Companies Create Predictable Revenue

Aaron Ross, Jason Lemkin Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn’t about magic. There’s a template that… 

Friday, April 28th, 2017

Infinite Value – Accelerating Profitable Growth Through Value-based Selling

Mark Davies During the recessionary period of 2008-9, many organizations followed a business model that was ill-suited to long-term prosperity and strong profits, instead focusing on cost-cutting initiatives in order to survive. Post-recession, there is more optimism around investment, but changing from an entrenched cost-focused strategy can prove to be challenging. Infinite Value offers a value-based business model approach, which…