Tag: demand progression

Assimilating Your Teams Post-Merger and Acquisitions

Assimilating Your Teams Post-Merger and Acquisitions

Mergers and acquisitions can seem like an early episode of the Brady Bunch. Two families — businesses — are brought
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mergers and acquisitions

Acquisitions and Mergers: Make 1+1 equal more for your B2B company’s revenue growth

In order for an acquisition and merger to be worth the investment, executive leadership needs to see substantial growth in
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Sales Pipeline

Whose responsibility is the sales pipeline anyway?

When the sales pipeline dries up, the blame more times than not is placed solely on marketing and the market
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discovery stage of the sales process

The real objectives of the discovery stage in the sales process: Identify, intensify and internalize

Most sales professionals approach the discovery stage of the sales process as a time to gather information about their prospect.
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buyer objections

How to reframe buyer objections to positives

When a buyer objects, you may think your sale is heading south. But in fact, often the final stage for
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business strategies

How many business strategies does it take to grow a company?

Most enterprises talk about their business strategy as a singular entity with a singular focus. Yet, in reality four distinct
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Dive inside the mind of your buyer — and discover a solution to serve them

Dive inside the mind of your buyer — and discover a solution to serve them

I see this issue often: A salesperson engages their buyer a couple times, getting a feel for their business and
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4 Pitfalls sabotaging your proposals

4 Pitfalls sabotaging your proposals

Oftentimes when we get to the proposal stage with a client, we assume their business is a sure thing. But
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Overlooked factors in private equity/venture capital investments

Overlooked factors in private equity/venture capital investments

Are you considering making a private equity or venture capital investment? Or, are you the CEO, or a member of
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