Buying Journey Blog

One of our practice areas is the Healthcare industry and we have worked with many companies in the medical device field. I was recently reading a business plan for such a company that’s in the

The entrepreneur can be defined as someone with a vision; someone who is willing to attempt the marshalling of resources that will transform that vision into a viable business reality. At the top of the

Mistaking Interest for Commitment I was participating in a board meeting for a young software company and the CEO was asked by an investor how long their sales cycle was. The CEO started to respond,

I have found that when companies don’t get the traction they would like to get in their market, most of them start to question their go-to-market approach – their messaging, their positioning. The sales force

In today’s world, following a sales process is more trouble than its worth. For those who know me, that headline may send you reeling. But before you think that I’m abandoning process, read on. Sales