Rethinking the Sales Funnel – Part 3

Let’s marry together the ideas of the broken sales funnel and the industrial process. We’ve already turned the traditional sales funnel upside down so that leads come in at the bottom and are driven upwards by ‘energy input’ from both the buyer and the seller. We’ve also established what sorts of sales catalysts can be

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Sales Innovation Expo 2015 – a Review

Over the years I’ve probably attended 40-50 conferences and exhibitions as an exhibitor, mostly in the science arena but with a fair share in the metals manufacturing sector. However, you could count on the fingers of one hand the number I’ve visited as a ‘punter’. Having spent countless hours gazing up and down empty aisles

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Principled Selling – a Book Review

I’ve ‘known’ David for about two or three years – I don’t keep an exact record of this sort of thing!  Note that I use ‘known’ in its modern sense. Our relationship developed through me reading and commenting on his blog, following, retweeting and DM’ing him on Twitter and through the exchange of opinions on

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Science Makes the World Go Round

“Children find physics, maths and chemistry ‘too difficult’” was the alarming headline I recently saw. “Crikey,” I thought, channelling my inner Penfold, “that’s bad news for future British innovations.” Then I started looking a little more deeply into the story. It turns out that that the survey which produced this startling quote was of the

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