In the world of B2B sales, buying groups have become more complex and harder to navigate. The lay of the land seemingly changes at every turn! How are we, as sellers, to identify and engage the right people? Gartner tells us that buyers will only spend 17% of their...
The spring season is upon us. Whether you’re a Braves fan (we miss you already, Freddie), a Dodgers fan (boooooo!), or you’re just watching because there is nothing on until football starts again, you have to admit that hitting your sales numbers has a lot in common...
ABX (Account-Based Everything) is the new buzzword around town. But is it really all it’s cracked up to be? Can these three very different functions actually have a happy hour without anyone getting thrown out? You’ve seen a lot of opinions and editorial...
We have entered an era of account-based everything. Fundamentally, account-based sales is a fancy term for getting to know your customers and leading with relevancy. While it sounds simple, we know that it takes some time to encourage reps to rethink their sales...
Recently, we introduced a tiered approach to our platform offering. Based on the changes in a post-pandemic market, we realized the maturity of individual organizations’ sales processes and execution varies widely. Therefore, the sales technology needs differ. As...
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