John Cook
Recent Posts

Webinar: Building Buying Consensus: Lessons From 20 Years of Research
by John Cook | Aug 24, 2019 | buyer enablement, B2P Partners, b2b, Garin Hess, sales, Wayne Cerullo, saas, consensus

Webinar: How To Nail the Human + Technology Mix in the Customer Journey With Jason Voiovich
by John Cook | Aug 24, 2019 | Jason Voiovich, buyer enablement, b2b, customer journey, Garin Hess, sales, saas, consensus, product demo

Webinar: Coaching Buyer-Centric Sales With Kevin Davis
by John Cook | Aug 23, 2019 | buyer enablement, b2b, sales funnel, Garin Hess, sales, sales stages, Kevin Davis, saas, consensus

Webinar: Moments That Make the Sale With Andy Paul
by John Cook | Aug 23, 2019 | buyer enablement, b2b, Andy Paul, Garin Hess, sales, saas, the sales house, consensus

Webinar: Why Every Product Demo Needs a Good Story With Oscar Santolalla
by John Cook | Aug 23, 2019 | buyer enablement, b2b, Garin Hess, sales, saas, consensus, product demo, Oscar Santolalla
What Is a Sales Engineer?
by John Cook | Aug 17, 2019 | sales engineer, complex sale, presales, solutions consultant
Let's start with the basic sales engineer definition:
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Webinar: Master the ROI Calculation to Enable Your Buyers
by John Cook | Aug 02, 2019 | buyer enablement

Buyer Enablement - Utilizing Prescriptive Selling Techniques
by John Cook | Apr 24, 2019 | buyer enablement, prescriptive selling techniques, sales force automation, what is prescriptive selling, prescriptive selling
How can you utilize prescriptive selling techniques? What the figures show Prediction is king Design a ‘prescription’ for your customer Understand the point of prescriptive...
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Buyer Enablement — Tailoring the Sales Experience for Productivity
by John Cook | Apr 10, 2019 | tailoring sales experience, buyer enablement, sales enablement tools, how to improve productivity, tailoring sales experience for productivity
What do you need to do to improve your sales experience for productivity? A look into strong productivity Techniques to increase sales productivity Use buyer enablement to...
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Salespeople to Sales Engineer Ratio Trends
by John Cook | Mar 25, 2019 | sales enablement tools, b2b sales tools, presales
What should every B2B company know about sales engineers? Understanding the role of a sales engineer Availability is key, presentation volume drives need How to scale sales...
read moreWhy B2B suppliers need to focus on selling from the buyer's perspective
by John Cook | Mar 15, 2019 | buyer enablement
Most B2B sellers have strict sales protocols set up for their products or services that they expect their salespeople will follow to the letter. However, these sales plans are...
read moreAre Presales demos an efficient sales process?
by John Cook | Mar 08, 2019 | presales
Any business that sells highly technical products or services in a B2B setting likely uses Presales, but you may not recognize the name. While Presales is the name of the...
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Understanding the Difference Between Sales and Pre-sales
by John Cook | Feb 28, 2019 | sales vs presales, what is the difference between sales and presales, sales enablement tools, difference between sales and presales, b2b sales tools, presales
What is the importance of pre-sales? The role of pre-sales in the B2B world Pre-sales engineers The role of technology in pre-sales: Interactive demos
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Effective Pre-sales Activities for the Win in B2B Sales
by John Cook | Jan 29, 2019 | effective pre-sales activities, sales force automation, pre sales, sales engineering, pre-sales activities, presales
How do you make your pre-sales activities more effective? Utilize analytics Marketing assistance Digital customer experience Integration across departments
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Digitization Vastly Improves the B2B Pre-sales Cycle
by John Cook | Jan 27, 2019 | b2b pre-sales, digitization, sales force automation, sales engineering, how digitization improves b2b, presales
What should companies understand about digitization? Why the B2B industry should embrace digitization How B2B suppliers can successfully digitize their companies
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