Buying groups are evolving. Gartner and Forrester now cite an average of 10–12 individuals involved in the decision-making process for enter...

Correctly identifying Champions early in the sales process will significantly impact the conversion rate of your opportunities.

Champions, ...

 When we think about B2B sales, we think of complex deals, lengthy negotiations, and multiple stakeholders. However, at the core of every su...

In uncertain economic times (frankly, that’s always!), maintaining a healthy pipeline is crucial for achieving revenue with control. A well-...

"Pipeline cures all ills."

Developing a sustainable way to generate pipeline is therefore crucial to achieving consistent success.  

In th...

Far from simply overseeing advertising campaigns or ensuring brand consistency, the Chief Marketing Officer (CMO) has emerged as one of the ...

The role of a Chief Financial Officer (CFO) is multifaceted and challenging. It requires a keen balance of strategy, leadership, and financi...

A Chief Revenue Officer must navigate a complex set of responsibilities, including driving revenue growth while ensuring customer retention,...

The role of the Chief Information Officer (CIO) has evolved significantly over the years. Once primarily focused on managing IT infrastructu...

During our recent member webinar series on applying MEDDIC in the real world, we asked our guests to share their top tips on the subject.

T...

“We do 80% of our business via the channel, how do we get the best results from MEDDIC (or any of its variants—MEDDPICC, MEDDPICC, and so on...

Often, sales qualification and the common language of sales are wrongly mistaken for only applying to salespeople.

All members of the go-to...

MEDDIC is a sales qualification technique that is widely used in B2B sales organisations around the world. 

Originally created to aid the q...

So, you’ve sent your team on MEDDIC/MEDDPICC training.  What next?

We speak to many sales leaders who want to upskill their team with MEDDI...

So, you’ve attended MEDDIC training – what next? 

• How do you test your understanding of MEDDIC?
• How do you progress to using MEDDIC in y...