Category: Sales Operations

Sales Leaders: ‘Hope is Not a Strategy’ — But It Plays a Vital Role

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
Read More
How the Baylor Bears Won a National Championship With a Culture — and Coach — Committed to JOY

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
Read More
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
Read More
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
Read More
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 —
Read More
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
Read More
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
Read More
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,
Read More
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:
Read More
virtual content

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
Read More
More