B2B Sales

Does your SMB need a digital transformation?

Does your SMB need a digital transformation? 837 1024 Visible Pathway

Author: Chris Rodowicz  |  Reading Time: 8-9 minutes   In this article we cover: What is digital transformation and does every SMB need a strategy for it? Should your digital transformation…

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How B2B vendor Lentune found ‘heart and soul’ in its brand story

How B2B vendor Lentune found ‘heart and soul’ in its brand story 342 261 Visible Pathway

Author: James Hurman |  Reading Time: 4-5 minutes. As a company that provides a diverse range of software solutions to its business clients, Lentune’s core team found it increasingly difficult…

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A sales funnel is not the way to manage B2B sales

A sales funnel is not the way to manage B2B sales 958 690 Visible Pathway

Author: Ian Meharg  |  Reading Time: 7-8 minutes To fully embrace this statement, let us first expand what we mean by a “sales funnel”. In most businesses operating in the…

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How to not just survive a crisis, but to thrive afterwards

How to not just survive a crisis, but to thrive afterwards  1707 2560 Visible Pathway

Author: Mark Cotgrove  |  Reading Time: 9-10 minutes Is it possible or should we just accept the inevitable and fold our tents permanently? Many small businesses have done just that faced with overwhelming pressures of…

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What Past Crises Tell Us About The New Future

What Past Crises Tell Us About The New Future 889 454 Visible Pathway

Author: Dominic Rowsell |  Reading Time: 9-10 minutes Few people have lived through a global pandemic. But many have experienced various crises which have had a  lasting impact on their…

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How well do you understand your customers?

How well do you understand your customers? 2560 1999 Visible Pathway

Author: Chris Rodowicz  |  Reading Time: 6-7 minutes photo courtesy guykawasaki.com “Little has been written to help entrepreneurs understand how to transform their brilliant ideas into products and services that…

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Why the customer doesn’t matter in B2B sales

Why the customer doesn’t matter in B2B sales 1980 2560 Visible Pathway

Author: Ian Meharg  |  Reading Time: 7-8 minutes “Of course, the customer matters!” I hear you cry. And you have a point. But stick with this as I develop this…

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Are you differentiated or merely different?

Are you differentiated or merely different? 793 1024 Visible Pathway

Author: Mark Cotgrove  |  Reading Time: 6-7 minutes You may consider this to be a simple question of semantics. Or, perhaps more a question of Calculus. But you’d be wrong…

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Your sales process is not (just) a process

Your sales process is not (just) a process 2560 1708 Visible Pathway

Author: Ian Meharg  |  Reading Time: 4-5 minutes Before we get into it I would like to mention that I penned this article some months ago. So, at the outset…

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5 Essentials To Creating Your Killer Value Proposition

5 Essentials To Creating Your Killer Value Proposition 370 231 Visible Pathway

Author: Ian Meharg  |  Reading Time: 7-8 minutes There has been a lot of discussion on LinkedIn around this topic lately, so it seems timely to revisit a few fundamentals…

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