Tag: sales

The power of proof: Client value stories

The power of proof: Client value stories

When asked what the #1 sales ready asset is that marketing needs to provide to their sales channels in a
3 Immediate steps to engage buyers

3 Immediate steps to engage buyers

We recently sat down with a client team to lead a sales enablement session. In the corner of the room
M&A upside: How to win amidst daunting statistics

M&A upside: How to win amidst daunting statistics

I’m sure you’ve heard the numbers—various reports and research put the failure rate for mergers and acquisitions (M&A) between 70-90% (Harvard
How to reshape the sales funnel and increase wins

How to reshape the sales funnel and increase wins

How many times have you seen the iconic sales funnel used in a demonstration or sales training? I’m sure more
Derailing the deal, part 5: No value proposition

Derailing the deal, part 5: No value proposition

Do you ever feel like your deals are heading down the track toward success, but then somehow end up not
Derailing the deal, part 2: Unqualified buyer

Derailing the deal, part 2: Unqualified buyer

Do you ever feel like your deals are heading down the track toward success, but then somehow end up not
Effective launch: How to communicate

Effective launch: How to communicate

Communication in the context of a launch is about identifying what to communicate, when and to whom. The focus of
Effective launch: Time to plan

Effective launch: Time to plan

Effective launch planning begins with establishing some basic parameters about the product or service being launched, its potential impact in
Effective launch series opener

Effective launch series opener

If your company is like most companies it spends tens of thousands or hundreds of thousands of hours each year
How to sell to millennial buyers: 3 myths dispelled

How to sell to millennial buyers: 3 myths dispelled

If you go back 5-10 years, buying committees were generally 3-5 people: CFO, line of business executive and a stakeholder.