Category: Sales Operations

Managing Irregular Buyer Budgets in a Fluid Selling Environment

Managing Irregular Buyer Budgets in a Fluid Selling Environment

Early this month I touched on the irregularities organizations are navigating internally and externally in terms of hybrid virtual and
Read More
Elevating Sales Cycles in This Fluid Selling Environment

Elevating Sales Cycles in This Fluid Selling Environment

In April 2020, I had written on an idea about “Revenue Rebound” in a post-Covid future. Now in mid 2021,
Read More
How One Digital Asset Management Firm Transformed to a Value Selling Model for Global Success

How One Digital Asset Management Firm Transformed to a Value Selling Model for Global Success

While Adstream had a successful decades-long history in providing content delivery and traffic management services, leadership wanted to serve customers
Read More
The View Ahead from the Top: Selling Post-Pandemic

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
Read More
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
Read More
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