The Times, They are a Changin’: The Evolution of Buying Groups
Gartner tells us that the average buying group is anywhere from 6-10 individuals (I’ve personally seen as many as 15 or 16 involved in a single decision) which is almost double what we’ve historically seen in enterprise sales just a decade ago.
Winning Over Mobilizers: The Ultimate Challenger Sales Training Guide To Close More Deals Faster
A Harvard Business Review study revealed that the top-performing B2B sales reps have abandoned traditional sales processes and proposals. They are more receptive to disruptive approaches. The Challenger® Sales Model is a sales method that focuses on challenging the status quo and getting customers to think differently. This approach can be very effective, but it […]
The Power of Pre-Sales Strategy: Drive Sales Success From the Start
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 […]
5 Tips to Boost Revenue Growth with Sales Acceleration
Your team can achieve sales acceleration if you effectively coach your teams on the right tactics and strategies. Even the most charismatic, fast-talker needs a few hints to engage with and earn a prospect’s trust.
Revolutionize your B2B Success in 2023 with Account-Based Experience (ABX): A Winning Framework
“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 […]
How Customer Relationship Mapping Shortens the Sales Cycle
Many B2B companies sell into the enterprise market, which often means deals are large, complex, and long-cycle. These deals have come to be known as “megadeals.” These types of deals involve a higher-than-average number of stakeholders and decision-makers. Many of whom have conflicting goals and needs. In a recent McKinsey article, Landing the Megadeal – […]
