How to Find an Internal Change Agent to Make the Sale in B2B

To be able to get a sale through, you need to start by finding the person with the motivation to get the solution purchased. That person is often the internal change agent—sometimes called the champion, or coach. Change agents are willing to stick their necks

How to Map the B2B Buying Process With Customer Interviews

Once you’re starting to have a clear picture of the pain points, the value businesses look for, and you’re able to confirm that a few organizations are willing to spend money to solve the problem your business solves, you’ll want to start understanding the B2B

How Taleo Landed a Fortune 20 Company as an Early Adopter

The story of how talent management startup Taleo landed Hewlett-Packard as an early client is inspiring. It’s a modern David and Goliath story. The CEO of a small Canadian startup goes to Silicon Valley armed only with a vision and wins over an enterprise giant.

How the Best Companies Reduce B2B Risks to Go the Distance

One of the reasons why I love B2B is that products with predictable and calculable ROI literally sell themselves. For a large company, buying a solution that saves $500,000 a month is a near no-brainer. However, it’s not because your company helps save $6M a