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12 Questions Sales Teams Should Ask Marketing

12 Questions Sales Teams Should Ask Marketing

by Ian Smith | Dec 17, 2018 | Sales Tips

Marketing teams have the skills and knowledge to add great value to their sales teams but often don’t. Whether a sales role is business development, focused on opening up markets, or myopically trained on a few strategic accounts, there is great insight to be...

Strategic Account Management – The Punchlist

by Ian Smith | Sep 2, 2014 | Sales Management

  You know it has to be easier going back to the well! Cold calling strangers, even ones that should have the right problem you can solve, is tough. So why don’t more companies have a measured, tactical approach to “farming” their existing...

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Recent Posts

  • Why Do Acquisitions Fail? Part 5 – Due Diligence & Legal Agreements
  • Why Do Acquisitions Fail? Part 4 – Price Negotiation & Deal Structure
  • Why Do Acquisitions Fail? Part 3 Target Assessment
  • Why do Acquisitions Fail? Part 2 – Target Identification & Prioritization
  • Why do acquisitions fail? Part 1 Strategy

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  • Why Do Acquisitions Fail? Part 5 – Due Diligence & Legal Agreements

    Why Do Acquisitions Fail? Part 5 – Due Diligence & Legal Agreements

    March 23, 2023
    In the penultimate post of this series, we focus on Phase 5 of our Acquisition Process – Due Diligence & …Read More »
  • Why Do Acquisitions Fail? Part 4 – Price Negotiation & Deal Structure

    Why Do Acquisitions Fail? Part 4 – Price Negotiation & Deal Structure

    March 16, 2023
    The success of an acquisition is rarely down to the price you pay according to the research. First the research: …Read More »
  • Why Do Acquisitions Fail? Part 3 Target Assessment

    Why Do Acquisitions Fail? Part 3 Target Assessment

    March 9, 2023
    This 6-part blog series is based on our Acquisitions Approval Model. This week we examine the crucial stage of getting …Read More »

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