So many companies set up outbound prospecting teams, throw them into the market, drive lots of activities and then totally fall flat on their face. And instead of examining their approach they will blame changes in the market or lament that cold calling doesn’t work anymore. This is the wrong...

Top B2B sales performers have thirty to forty per cent larger internal networks than average. In particular they have wide and deep relationships with support staff, have strong links with management and invested time proactively cultivating their internal networks. (reference, Volometrix Study, published Harvard Business review 7/2015) Here’s a quick...