In the economic downturn of 2008, Philip Lay, Todd Hewlin, and Geoffrey Moore wrote a thought leadership piece for Harvard Business Review (HBR) entitled, “In a Downturn, Provoke Your Customers.”…
Buyers go through a natural process when deciding to invest in a technology solution. The most successful sales approaches guide customers through that process quickly, confidently, and collaboratively.
The most successful sales reps focus on understanding the customer's business, especially when it comes to solution selling. These sales reps engage in what some have now dubbed “The Challenger…
Traditional marketing wisdom tells us that building customer relationships begins with the sales process. Every product, company and industry has its own unique journey, and it’s our job as B2B…
Closing a deal with a long and/or complex sales cycle can take a great deal of time and effort. However, it should always include a persuasive, value-focused business case. Why?…
The way you talk about your competitors tells prospects and customers a lot about your company and the way you do business. Here are some guidelines sellers and marketers can…
What makes sales management such a tough job? There are many reasons, but a very basic one is that your success as a B2B sales manager depends on the performance…
Well if you’re not going to lead with the demo, what should you lead with? Consider that old quote, “Seek first to understand, then to be understood.” The best opportunities…
Many times an offering may have what a prospect might consider to be indirect benefits. These are benefits that, although real, are harder to directly link to the offering and/or…
