Category: Revenue Operations
The View Ahead from the Top: Selling Post-Pandemic
Earlier this year, I detailed some key takeaways from a year of COVID-19 selling conditions. Around this time I was
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
Sales Leaders: ‘Hope is Not a Strategy’ — But It Plays a Vital Role
Sales leaders, we are a quarter into this year now — and your salespeople have a great opportunity waiting for
How the Baylor Bears Won a National Championship With a Culture — and Coach — Committed to JOY
In the world of college men’s basketball, let alone any sport, players are in the game to win. The hours
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
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,
