Tag: sales
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
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
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 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
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
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
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 planning begins with establishing some basic parameters about the product or service being launched, its potential impact in
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
If you go back 5-10 years, buying committees were generally 3-5 people: CFO, line of business executive and a stakeholder.
