Lead Generation

B2B buying behaviour

Have you adapted to changing B2B buying behaviour?

B2B buying behaviour in the digital age How B2B buyers procure technology and professional services has evolved. With…


Why technology firms struggle with marketing

Why technology firms struggle with marketing?

Over the years, we have worked with some great technology businesses that have developed innovative and at times…


Value proposition-losing-on-price

Losing on price? A sales or marketing challenge

At Shaping Business, we meet a lot of technology and professional services firms that have problems converting business…


sales pipeline growth

What does the sales pipeline tell you about your business?

Many businesses view their sales pipeline from a sales management and revenue forecasting perspective. They are so…


lead generation benchmark

5 key signs that your lead generation development needs attention

In the B2B market implementing an effective lead generation development programme is crucial to maintaining a pipeline…