Seek to Serve, Not to Sell® is deeply embedded into our culture at Mereo — and that also applies to our thought leadership. We are not here to just make noise but rather to provide you and other B2B leaders with true value that will make a difference in your organizations.
We are continuously watching what resonates the most with you, our reader — and not surprisingly our top-viewed articles align with some of the biggest industry disruptions, challenges and opportunities of 2022.
Keep reading to uncover our most viewed articles of 2022 and for a recap of the year’s top-hitting issues.
Sales professionals struggle to communicate price increases. But in February, the rise of inflation demanded these talks. Even now and into the future, as inflationary conditions hang around and as other disruptions come and go, your salespeople may likely need to have these conversations with buyers. From candid conversation tactics to empathy and objection-reframing, our Principal Joel Reed can help you enable your salespeople to communicate price increases right by your buyers.
Reflection is an important step in growth. When reflecting on your past sales kickoffs, you can glean from real-world, specific instances what was effective and what was not. There is always room for improvement. And there are a number of methods, which our Principal Josh Hardy details, for gathering proof from the past and turning it into direction for your year-ahead sales kickoff.
#3 PLANNING A HYBRID SALES KICKOFF? PROCEED WITH CAUTION, Joel Reed
As organizations moved to virtual and hybrid options during the pandemic to conduct day-to-day operations, some have chosen to maintain this mode of delivery even with the ease of restrictions. Why not a hybrid kickoff too then? Yet, there are potential dangers to holding your sales kickoff in a hybrid format for both planning committees and attendees alike. Our expert Joel Reed has some cautions to share about hybrid SKOs before your leadership makes a decision one way or the other.
As a leader, it is your job to ensure your organization runs like a well-oiled machine, starting with evaluating your programs and taking necessary steps to improve them. Yet assessing something as unwieldy, intangible and dynamic as a sales enablement program feels akin to coordinating a toddler play. With the right questions and the right tracking system, though, your leadership will be able to expertly assess and optimize your sales enablement program.
#1 THE MEREO VALUE SELLING PRICING STRATEGY DURING INFLATION, Jay Mitchell
The unfortunate reality is that we will face multiple inflationary periods in our lifetime, but this does not mean your organization has to crumble. The right value selling pricing strategy can help keep your organization on the track to sustainable revenue performance. This article outlines necessary, in-depth steps to keep your organization afloat while best serving your buyers — the Mereo way.
We at Mereo hope you have found value with us this past year. Please send me a note if there is any B2B selling issue you would like to see covered in 2023.