Category: Sales Enablement

Sell me an outcome — not a product.

Sell me an outcome — not a product.

This is a blog takeover by Steven Goas, sales enablement leader at Capital One. In the digital, customer-centric economy of 2021
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3 Lessons From 1 Year of COVID-19 Selling

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
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Putting Differentiated Value in B2B Value Calculators

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
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virtual content proof

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
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executive sales calls

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
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equal value

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 —
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virtual content selling

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
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buyer journey guide

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
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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,
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SKO 2021

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:
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