A closed deal is just what you aim for as a salesperson. But sometimes, we forget that a closed deal is the cumulative result of all the atomic efforts until that moment, including steps such as lead qualification and discovery. These efforts are commonly referred to as pre-sales. Pre-sales is the process that includes all […]
“Make them an offer they can’t refuse!” said the marketing team to the sales team in a B2B business. But was the sales team able to convert the lead? No! Why? Sadly, most business functions live in silos with poor cross-communication and a lack of shared organizational goals. This results in missed business opportunities and […]
Customer-centricity is integral to driving value. Understanding your customers, their industry, their personas, their financial KPIs, and being able to share this information in a way that provokes your customer/prospect into thinking more strategically about their business opens the door for personalized, value-based conversations about your solution and service offerings.