Category: Revenue Enablement
3 Lessons From 1 Year of COVID-19 Selling
We have been selling in COVID-19 conditions, at some capacity or another, for more than a year now. These are
Putting Differentiated Value in B2B Value Calculators
A value calculator seems like a selling organization’s dream come true: a tool that can actually demonstrate your solution’s real
Deliver RICH Virtual Content: Part IV — Is your content supported by proof?
Virtual Content Messaging Without Proof Lose Urgency and Credibility Most buyers come from a place of doubt. In fact, most
Why Are C-Suite Executives Now Joining Your Sales Calls? Prepare for This Marked Change.
Salespeople are now faced with selling to the C-suite. C-Suite executives are becoming more involved in your sales deals. They
Sellers, Expect to Earn Equal Value to What You Serve Buyers
A sellers purpose is to serve buyers with a solution. Yet buyers and sellers struggle to remain in harmony —
Deliver RICH Virtual Content: Part III — Does your content address complexities unique to your audience?
No one predicted the sales environment that exists today. Likewise, no one can confidently predict the road ahead. Virtual selling
Sellers, Be the Patient and Empathetic Guide to Your Buyer’s Journey
Previously in our buyer/seller harmony series, we looked at salespeople in the role of the hero. And truly, salespeople and
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,
Infuse the Right Energy into Your 2021 Virtual Sales Kickoff
Leaders in the B2B business world have turned a corner in recent weeks to see a clear reality before them:
Deliver RICH Virtual Content: Part I — Is your virtual content relevant to your audience?
No one predicted the sales environment that exists today. Likewise, no one can confidently predict the road ahead. Virtual selling
