Category: Sales Operations

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

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

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

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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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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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
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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
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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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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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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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