Category: Demand Progression

Buyer retention is vital to the revenue performance of your selling organization. Compared to prospecting new buyers, retaining 5% more

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

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

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

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

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

While companies prepare for the “Revenue Rebound” as the coronavirus pandemic evolves and eventually slows, I turned to my team

For every business — from two-person startups to cross-continental Fortune 50 organizations — there are interdependent operational disciplines at play

Sustainable revenue performance ensures your organization is meeting its goals and finding its success not just here and now but

Sellers have a greater opportunity than ever to become a trusted advisor to their buyers. In a recent Gartner Inc. research