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,
Embracing a Subscription Business Culture That Serves
Remember your first gaming console? For me it was PONG in the late 70s, followed by ATARI 2600 and a
Pricing Strategies to Optimize Your Revenue Performance
Pricing strategies are a vital part of the solution, financial and go-to-market elements of your organization. Pricing affects profitability at
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
Elevate Your Product Roadmap Governance for Sustainable Revenue Performance ROI
Solution strategies set intentions. Product roadmaps define the execution plan. Governance ensures these investments stay on track. One of the
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
Transform Your Value Proposition in the Subscription Economy
The subscription economy is here — there is no denying it. Buyers are demanding the shift from B2B organizations as
{Top Sales Magazine} How Value Calculators Cement the Deal
Read the 2021 May Issue of Top Sales Magazine for Mereo principal Andy Carlson's value calculator best practices. Catch a
Sell me an outcome — not a product.
This is a blog takeover by Steven Goas, sales enablement leader at Capital One. In the digital, customer-centric economy of 2021
Finding Your Success in the Horizon: Strategic Product Themes
In product management, your strategy does not stop at understanding effective growth options and how to gain validation for your
