Tag: CSO
How B2B Leaders Can Avoid Costly Product Development Mistakes
This season, I have had the privilege of working with a Penn State Material Sciences and Engineering professor to help
The Power of Perspective in Solution Marketing
There is no arguing it: Today’s selling organizations need aligned teams to achieve success. But with so many moving pieces,
Do Not Become your Buyers’ Doormat
Being the “doormat” of the buyer during the sales cycle is a crude way of describing a situation where the
Can a Source of Urgency Be More Valuable Than a Sense of Urgency?
Let’s face it — today’s buyers are often buried under competing priorities, internal resistance and constant demands. They may know
Top 3 Sales Skills for a Successful 2025
This past year, B2B organizations have faced a challenging market, with a number of economic pressures and an overwhelming trend
A Revenue Kickoff without Activation Is Hope
As we are in the thick of revenue kickoff planning season, I keep seeing a lack of foresight for follow-through.
The Mereo Revenue Performance Accelerators Series: A Sales Professional’s Guide to Reframing Objections
Buyers do not buy as often as we suspect. Rather buyers often make large acquisition decisions only a few times
3 Revenue Kickoff Trends to Follow in 2025 (and 3 to Ignore)
As we gaze ahead to 2025, revenue leaders are looking to launch 2025 after facing steady headwinds for the last
Domain Expertise Is the New Selling Must-Have
Decades ago, salespeople could get away with being an expert on their solution and engaging buyers with how that solution
The Mereo Revenue Performance Accelerators Series: DO NOT RELY ON ONE DECISION-MAKER IN THE B2B BUYING COMMITTEE
A recent study by Sales Mastery found the average buying committee has 6.4 participants. Following this research over time, the
