Category: Demand Progression

Are Your Salespeople Spectators — or Ringleaders — to the New Buying Committee Circus?

Are Your Salespeople Spectators — or Ringleaders — to the New Buying Committee Circus?

The number of decision makers within a buying committee has been on the rise. A recent DemandGen Report shows that
Are Your Salespeople Brave Enough to Depart on a Discovery Questioning Quest?

Are Your Salespeople Brave Enough to Depart on a Discovery Questioning Quest?

In lead qualification and discovery, almost all sales thought leaders tout the same advice: asking questions is key. I could
5 REASONS BUYING COMMITTEES ARE NOT CHOOSING YOUR SOLUTION

5 REASONS BUYING COMMITTEES ARE NOT CHOOSING YOUR SOLUTION

Buying committees are on the rise in the new B2B buyer journey. No longer are your salespeople addressing just the
Buyer Retention vs. Acquisition: Should You Try to Achieve Both?

Buyer Retention vs. Acquisition: Should You Try to Achieve Both?

Without buyers, you do not have a business — which is why it is important to both engage more while
The Golden Rule of Buyer Retention

The Golden Rule of Buyer Retention

Buyer retention is vital to the revenue performance of your selling organization. Compared to prospecting new buyers, retaining 5% more
5 PROVEN BUSINESS DEVELOPMENT TECHNIQUES TO IMPROVE SALES RESULTS

5 PROVEN BUSINESS DEVELOPMENT TECHNIQUES TO IMPROVE SALES RESULTS

Few professional sellers enjoy the challenge of business development — and even fewer excel at it. Generating high-quality leads is
2021 Harmony between buyers and sellers

Sellers, Be the Heroic Expert — For Your Buyer

When buyer/seller harmony is achieved, more than a sale is made. Value is exchanged. Yet, for a number of reasons,
virtual content best practices

RICH Virtual Content: Part II — Is your virtual content full of innovative ideas and insights?

No one predicted the sales environment that exists today. Likewise, no one can confidently predict the road ahead. Virtual selling
lead generation activities

Your 3 Greatest B2B Lead Generation Activities for 2H 2020

B2B lead generation traditionally has centered around in-person engagements. Salespeople traveled by car and plane to meet with prospects and
Seek to serve

Seek to Serve Spotlight: How HireBetter Remained Relevant During a Worldwide Talent Upheaval

Once COVID-19 hit in early 2020, companies around the world pushed pause on hiring. In fact, for many the situation