"This [Consensus] is video. It’s on demand. Your buyer can watch these videos anytime, anywhere, and at their leisure - which is key because you’ve empowered your buyer to take...
read moreConsensus Buying is Stalling Solution Selling and Disrupting Go to Market Strategy
"It’s important to note that a majority of B2B sales reps miss a huge opportunity every day. This is usually not based on a lack of intelligence, but on a flaw within many...
read moreCEB: Don't Sell, Coach Instead
It’s not enough to just sell when your prospects have already heard the same features and benefits spiel from all of your competitors.
read moreCEB: Show Buyers that the Pain of the Same is Greater than the Pain of Change
You’ve got your potential customer listening. Now what? It’s time to talk about your amazing solution, right? And tell them how great it’s been for other customers? Sure, you...
read moreIt Is Not Enough to Have a Sales Champion
You did it. You finally found a person in the company who is genuinely excited to talk to you about your solution. But guess what? That’s not enough anymore.
read moreIt’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.
read more