Two forces driving B2B change are clear. First, continuous innovation to enhance, differentiate and revolutionize products and solutions is the primary way that B2B enterprises compete ...
B2B innovation has created an important and permanent role for presales professionals. “Presales” roles have many job titles but, regardless of title, presales team members:
engage directly ...
This month the Professional Pricing Society (PPS) hosted their 27th Spring Conference in Chicago. I have attended many PPS conferences over the years and it’s always a great opportunity to ...
Large B2C corporations figured out a long time ago that selling outcomes rather than product features is the key to increased sales. Companies don't sell televisions; they sell family bonding or ...
B2B innovation is a two-edged sword, improving enterprise business opportunities while increasing sales complexity. Technology delivers better products but makes them harder to understand, apply ...
At B2B Global 2000 Enterprises only the CEO, Sales Leader, and their top 10% sales reps consistently succeed at addressing this question with customers; and qualify the opportunity in the ...
Read this if your product is sold to OEMs or through distribution channels!
We’ve written many a blog post about customer value quantification: namely the virtues, the challenges, and most ...
Any C-suite meeting for B2B sales teams is an important event. It represents that rare opportunity to access decision-makers directly, to leverage senior management in motivating customer teams ...
The successful sale of a complex B2B product or solution often faces the twin challenges of addressing multiple customer stakeholders and of driving change or innovation at a customer ...
For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success ...
