Surely it’s all ‘Marketing’ now?

At ICL (those initials will stir memories for people in the UK IT industry who are ‘of a certain age’) I went through a comprehensive Sales Training programme for Business to Business selling modelled on the one employed by IBM. In this course, as Salespeople, we were taught that it […]

The ‘Sales Funnel’ does not exist in B2B

Craig Rosenburg (‘the funnelholic’) recently published a blog listing the opinions of a whole variety of people from the world of B2B about the concept of The Funnel (“The State of the Funnel in B2B Sales and Marketing“). The full spectrum of opinions from “the idea of a funnel is […]