Category: Sales Operations

Meet 2022 B2B Challenges Head-On

Meet 2022 B2B Challenges Head-On

By now you have been flooded by “resolution” and “2022 B2B trends” messages. Let’s cut through those parrot calls and
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Sales Leaders’ Tip Sheet for Talking to Product Management Teams

Sales Leaders’ Tip Sheet for Talking to Product Management Teams

The sales team walks a unique line between their B2B organization and the buyer. This means salespeople have direct access
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3 Timeless B2B Selling Lessons From 2021

3 Timeless B2B Selling Lessons From 2021

Change permeates our marketplaces. Yet since early 2020, the pace of change has accelerated. As a result, the B2B selling
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B2B leaders share 2022 sales kickoff planning insights

B2B leaders share 2022 sales kickoff planning insights

The word around sales kickoff planning season is uncertain. Will it be in person? Will it be all virtual? Will
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Renewals: A Key to Successfully Growing Your Subscription Business

Renewals: A Key to Successfully Growing Your Subscription Business

Subscription business models rely on the long-term relationship between a business and a customer. Yet the health of this relationship
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3 Keys for Selling in the Midst of Supply Chain Disruption

3 Keys for Selling in the Midst of Supply Chain Disruption

The great supply chain disruption spans across industries and sectors. For sellers at the head of the supply chain —
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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
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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,
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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
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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
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