About this episode

The episode discusses key learnings in B2B new business development over the year and critiques the role of marketing in sales processes.

Probably the most significant show so far as we talk about what we've learned about B2B new business development during this year. We maintain, 'if you do what you've always done, you'll get what you've always got'. B2Bs have been misled to follow big tech and over the years new business development has been handed over to marketing, who have never sold direct or communicated direct to decision makers, yet they have been driving all activity that determines new sales. Pipelines have ...

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