Value Propositions improve B2B sales team performance, addressing sales challenges throughout the B2B sales cycle. For account executives and sales reps, they are useful early in the sales cycle ...
B2B sales teams increasingly include presales professionals who explain complex technology and apply complex solutions in customer-facing roles. As content and solutions are increasingly ...
CNBC Mad Money’s dynamic host, Jim Cramer, educates and teaches viewers how to analyze and select stocks in today’s complex financial world. Mr. Cramer attracts a TV and Radio audience measured ...
We product managers currently manage to hit the nail on the head ONLY 1 out of 4 times with new product introductions. In other words, 3 out of 4 product launches FAIL to hit their revenue goals ...
What sometimes seems to be forgotten is that the pursuit of a value orientation to the business involves a lot more than just the sales force. Selling on value involves organisational change, ...
As a senior buyer, my email inbox fills with offers from sales enablement vendors promising to increase sales productivity with sales skills training, new methodologies, faster access to ...
For complex B2B products, specialization and customization are two unstoppable waves in business strategy and organization. Sales teams increasingly include specialist presales professionals who ...
We’ve all heard it before, sounding oddly familiar to the midnight ride of Paul Revere: “The Millennials are coming! The Millennials are coming!” It was true; we were coming. But now, we’re ...
The “moment of truth” for B2B sales reps selling a complex solution involving multiple stakeholders is the time they spend presenting and interacting with prospects and customers. An Aberdeen ...
The first meeting by your sales reps with senior buyers is the most critical step in the sales process. Impressing the audience with knowledge of their industry, identifying relevant business ...
