Tag: demand progression
The Golden Rule of Buyer Retention
Buyer retention is vital to the revenue performance of your selling organization. Compared to prospecting new buyers, retaining 5% more
5 PROVEN BUSINESS DEVELOPMENT TECHNIQUES TO IMPROVE SALES RESULTS
Few professional sellers enjoy the challenge of business development — and even fewer excel at it. Generating high-quality leads is
The Blueprint™ to sustainable revenue performance
For every business — from two-person startups to cross-continental Fortune 50 organizations — there are interdependent operational disciplines at play
Holistic revenue performance series I: Demand progression
Sustainable revenue performance ensures your organization is meeting its goals and finding its success not just here and now but
Assimilating Your Teams Post-Merger and Acquisitions
Mergers and acquisitions can seem like an early episode of the Brady Bunch. Two families — businesses — are brought
Acquisitions and Mergers: Make 1+1 equal more for your B2B company’s revenue growth
In order for an acquisition and merger to be worth the investment, executive leadership needs to see substantial growth in
Whose responsibility is the sales pipeline anyway?
When the sales pipeline dries up, the blame more times than not is placed solely on marketing and the market
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.
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
How many business strategies does it take to grow a company?
Most enterprises talk about their business strategy as a singular entity with a singular focus. Yet, in reality four distinct
