It’s not you, it’s them: 5.4 stakeholders create group buying dysfunction

If you had a hunch your B2B sales job was getting more difficult, new research proves you’re right.

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Emotional ROI, Part 2: Selling the Pain of Change

 

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Conversations Drive Dreamforce

Working for an ad agency early in my career gave me the opportunity to dive into a variety of client industries. One client was the Gina Bachauer International Piano Competition, which takes place once every four years in Salt Lake City. Competitors from China to Cuba perform forty-five minute long concertos to demonstrate their mastery of the instrument and the music. At the competition I...

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Emotional ROI, Part 1: The Risks of B2B Buying

What do you sell? Is it a product? A solution?

No matter what you physically sell, I can tell you this: what you really sell is the pain of change.

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Trish Bertuzzi on Buying Consensus

CONSENSUS™ is conducting a series of interviews with sales and marketing leaders on the topic of B2B buying consensus. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the effect that multi-stakeholder buying groups are having on B2B buying decisions, generating interest in and discussion about this topic. These interviews are designed to give...

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The Evolution of Software Product Demos

 

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How to Make To-Do Lists for Your Work Day

By Katie Anderson, Lead Scriptwriter at DemoChimp@KMussman

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How to Handle the Fear of Failure When Building a Successful Startup (Or in Any Situation)

Eric Reis, in his book “The Lean Startup”, defines a startup as “a human institution designed to create a new product or service under conditions of extreme uncertainty.” As a serial entrepreneur that is constantly building something new in this environment of extreme uncertainty, potential failure is always right around the corner. A few days ago I met a young college graduate from my alma...

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insidesales + CONSENSUS™

Sales Acceleration + Buying Acceleration = B2B magic. That’s what happens when you combine InsideSales.com with CONSENSUS™.

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Mistake #2: Spending Too Much Time Away from Decision Makers

In my last post in this series on mistakes in sales leadership, I wrote about Sales Mistake #1: Not Giving Up Soon Enough, where we dissected the opportunity cost inherent in carrying sales conversations forward with prospects that aren’t going to go anywhere.

Mistake #2 is similar: every minute you spend with someone that isn’t the decision maker is a minute you could be spending with the ...

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