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PROFESSIONAL SERVICES BUSINESS DEVELOPMENT AND MARKETING INSIGHTS

19 results for: shift left
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Both leading analysts Gartner CEB (below) and Forrester have found that the buyers' journey has substantially changed prior to contacting...
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A fascinating article from HBR on buying processes in B2B. The idea is that the buyer, with the greatest information source the world has...
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Harvard Business Review published a great article in 1966 that looked in detail at how people buy and sell Professional Services and how...
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Yesterday, Passle was lucky enough to sponsor the London Law Expo at the Old Billingsgate. Over 1,400 people came to understand the...
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New research from Forrester tells us that 68% of B2B buyers prefer to conduct online research on their own, with 63% of them doing so...
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If your sales team fell short last year - you might not be the only one. In fact, the majority of salespeople failed to hit target in...
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I just sat in another great talk around how to grow a niche market in a mid-sized law firm at the Legal Marketing Association Annual...
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It is important to engage with your customers early in the sales cycle; I came across the post below by Rachael Evans & Alexandra Kent of...
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Sales organisations in 2019 have started to adapt to the way that digitally enabled, information wealthy consumers want to buy. But there...
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When I was 17 my Dad asked me to go and buy him a car.  To be clear he did not want me to pay for the car - he just really did not want...
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Last week I was on Linkedin Marketing Labs webinar where Hillary Lyons and Johnny Cullen took us through some of their tips for building...
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In the fourth of our five-minute Podcast series, it's my turn to have a quick chat with Sam.  We look at the buyer journey, why it's...
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As buyers have gained more and more access to information, they’ve begun to make more of their buying decision before reaching out to...
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If perception is reality, how do prospects or even clients perceive your business?There are a number of pieces of research that indicate...
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"The market landscape is shifting quite dramatically for what startups and incumbents need to be thinking about on behalf of their...
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The shift in B2B buyer behaviours continues to drive change in vendor organisations. People are no longer researching online, reading...