Although we had to move our first meetup in Chicago to a virtual event, this provided us the ability to record our Q&A with Forrester analyst Mary Shea. With so much uncertainty, we obtained much advice and insights from her on Digital Selling success. Checkout...
There is a distinct value gap between what buyers expect and what sellers deliver. Did you know … 21% of buyers said that their interactions with sellers are “low-value” 80% of sellers still predominantly pitch products and services Only 20% are focused on what...
Today, the “sales enablement” title is linked to over 7,400 jobs on LinkedIn. It is safe to say most companies understand the need for an evolution in sales practices to best serve buyers’ ever-growing expectations. However, for many companies, the path to sales...
We have written for the past two decades about the importance of value selling, now more important than ever during times of uncertainty and potential economic downturn. In times like these, risk tolerance declines and budgets restrict. As a result, executives tighten...
There’s a lot of turmoil in the market, and you’d love to get away from it all. Unfortunately, quotas don’t sleep. As a leader, you certainly have to plan for the work disruptions and business challenges, but we encourage maintaining a different perspective. When I...
Did you know that the latest Channel Research from Forrester indicates that upwards of 70% of global revenue comes from third-party channels, making channels incredibly important? “At Forrester, we are predicting 17% of all B2B transactions, and that’s about 13...
When a buying decision is being made, sellers think they have a lot of time with prospects to help them in reviewing potential options and making the purchase decision. However, Gartner research indicates this is far from the truth. With more stakeholders involved in...
Today’s B2B buyer is part of a growing internal committee that must answer critical questions throughout the purchase decision cycle journey – to get from a spark of an idea to committed purchase. As the buyer’s journey progresses, the champion and...
I had the pleasure of interviewing successful sales leader turned entrepreneur Stan Carpenter. He is currently the founder and President of Alterna Capital Solutions, providing alternative funding for small businesses, and prior, a sales leader for LSQ Funding, Sara...
I am excited to have an upcoming live event with Mary Shea PhD from Forrester, and as I was prepping my interview questions, I was taken aback by several of Forrester’s recent research results. First, B2B sellers are seriously struggling with internal purchase...
I had the pleasure of interviewing the very charming and informative Nigel Postings of Bizcise, and he shared some wonderful insights regarding the importance of Channel Partner Enablement. “96-97% of revenue from my stuff came through channel. And it is STILL the...
After being in the biz and around the block at IBM, Tektronix, and writing a book, you learn a thing or two! Dave Brock, founder and CEO of Partners In EXCELLENCE, had some simple yet rock-solid advice for the new sales generation… “I would tend to say where I...
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