Tag: CSO
The real objectives of the discovery stage in the sales process: Identify, intensify and internalize
Most sales professionals approach the discovery stage of the sales process as a time to gather information about their prospect.
Seeking to serve the next generation of sales and marketing leaders
There is no one way to become a sales or marketing leader. Talk to other chief sales officers or chief
Transform from salesperson to trusted advisor in sales
By very definition, salespeople sell. Yet, buyers do not like to be sold to. In fact, just 29% of buyers
How to reframe buyer objections to positives
When a buyer objects, you may think your sale is heading south. But in fact, often the final stage for
Pricing power: How to command it in competitive markets
Your salespeople face numerous pressures, from sales quotas to revenue goals. Believe it or not, they care about your organization
The Power Profile™ Part II: Recipe for Success
The Power Profile™ guides you in your marketing and prospecting activities to focus on organizations and buyer roles that have
The Power Profile™ Part I: An Added ‘Umph’ to Your Organization
In the B2B atmosphere, only so many companies have the problem your organization’s solution fits. Your pool of opportunity is
How to best use sales-ready assets to communicate your story
Sales-ready assets have the power to ramp up your revenue, improve win rates, convey a value message and provide a
Make your customer and prospect meetings count, part 3: Following up after the sales meeting to best serve your buyer
Many salespeople leave most of their customer or prospect meetings with the thought, “That went pretty well.” Yet surveyed prospects
Make your customer and prospect meetings count, part 2: Serving your buyers during the meeting
Many salespeople leave most of their customer meetings with the thought, “That went pretty well.” Yet surveyed prospects deem 89%
