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
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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
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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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Seeking out growth strategies? Uncover a ‘Whole Product’ approach.

Seeking out growth strategies? Uncover a ‘Whole Product’ approach.

Can you recall a couple of years ago when Google was hyping its Google Glass? This thing looked straight out
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subscription economy mereo

The Subscription Economy Is Here — and Your Buyers Demand the Shift

My last month’s bank statement puts me at seven … no 14 or more current subscriptions. I’m subscribed to Amazon
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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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Your Solution Strategy Is Desperate for Validation

Your Solution Strategy Is Desperate for Validation

While B2B product management teams around the globe are convening to refresh their solution strategy for the next two to
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