Tag: demand progression
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
Dive inside the mind of your buyer — and discover a solution to serve them
I see this issue often: A salesperson engages their buyer a couple times, getting a feel for their business and
4 Pitfalls sabotaging your proposals
Oftentimes when we get to the proposal stage with a client, we assume their business is a sure thing. But
Overlooked factors in private equity/venture capital investments
Are you considering making a private equity or venture capital investment? Or, are you the CEO, or a member of
