What does it mean to be a successful salesperson, whether inside sales or otherwise? Certainly, the ability to persuade is as important as is the knowledge of the solution for…
Selling software solutions isn’t as easy as it once was. Between the economic uncertainty and the increasing sophistication of buyers, you’ll need to work harder to convince companies that your…
No longer can a single executive make buying decisions on behalf of the entire company. According to a survey by CEBGlobal, the average number of people required to make a…
The Challenger™ Sale methodology provides an overall framework for complex sales providing not only a definition of a Challenger but a complete approach to address each step of the sales…
Ah, the good old days... when you could sell using a list of all the great features in your solution and a few benefits sprinkled here and there. The economy…
Total Cost of Ownership (TCO) and Return on Investment (ROI) are similar methods of proving cost effectiveness that perform best in different situations. In fact, if you use a TCO…
Has your sales cycle grown longer and more complex? Are you challenged by new buying behaviors that exclude you in the early stages of discovery? Chances are you’re also faced…
Your prospect has already visited your website, perused your online content and seen a demonstration of your product or service. What do you do next to convert an active inquiry…
How frequently do you use the term “ROI” in front of customers and potential buyers? I frequently hear sales and marketing professionals talk about “ROI” inaccurately. If you're having a…
Each year, sales operations and marketing managers purchase sales enablement tools to help their sales teams increase win rates and close deals faster. So why do so many of these…
