In my interview with Gopkiran (Gop) Rao of Mind tickle, we discussed why it is so hard to get sales made, even with all of the hard work being put in by Professionals. He had a lot to say on the subject, and a few others as well… “You know, in my mind there is a...
Many new campaign and product launches fail because sellers don’t understand the new solution or didn’t even know about the launch in the first place. An email outlining the new product, services and messaging is easy to overlook, leaving many sellers unable to fully...
Want to know why sales enablement, content marketing and value selling efforts are so important, what others are doing, and how to prove your value to the organization? We have collected, and will continue to update and repurpose, over 100 research insights for you to...
Although we had to move our first meetup in Chicago to a virtual event, this provided us the ability to record our Q&A with Forrester analyst Mary Shea. With so much uncertainty, we obtained much advice and insights from her on Digital Selling success. Checkout...
A new study sought to answer the question from buyers: “Which content do you prefer to receive from a vendor you are interested in purchasing a solution from?”. The Gartner 2019 Buying Survey of over 1,300 buyers asked just this question and reveals the growing...
There is a distinct value gap between what buyers expect and what sellers deliver. Did you know … 21% of buyers said that their interactions with sellers are “low-value” 80% of sellers still predominantly pitch products and services Only 20% are focused on what...
Cloud Elements wanted to engage customers with a diagnostic, to help prospects and customers understand where they were on their current API integration capability. From Cloud Elements website, prospects now leverage the API Integration Capability Assessment tool...
Today, the “sales enablement” title is linked to over 7,400 jobs on LinkedIn. It is safe to say most companies understand the need for an evolution in sales practices to best serve buyers’ ever-growing expectations. However, for many companies, the path to sales...
We have written for the past two decades about the importance of value selling, now more important than ever during times of uncertainty and potential economic downturn. In times like these, risk tolerance declines and budgets restrict. As a result, executives tighten...
IBM wanted to guide users on their SAP Cloud migration options, helping prospects better understand opportunities for improvement and potential savings. The team worked with us to develop and deliver a customized Benefits Estimator (to better communicate and quantify...
There’s a lot of turmoil in the market, and you’d love to get away from it all. Unfortunately, quotas don’t sleep. As a leader, you certainly have to plan for the work disruptions and business challenges, but we encourage maintaining a different perspective. When I...
When a buying decision is being made, sellers think they have a lot of time with prospects to help them in reviewing potential options and making the purchase decision. However, Gartner research indicates this is far from the truth. With more stakeholders involved in...
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