Content in context – the sales perspective
In the sales enablement space, “content in context” is a commonly used phrase. However, what does it really mean? Even more important, how should it best be applied to help sales people consistently reach their quota?
CRM: Graveyards of Information or Powerhouses for Improvement?
George Brontén from Membrain has been following my posts and regularly provides insightful comments. LinkedIn is an amazing platform for building relevant connections with thought leaders around the world and we decided to catch-up on Skype.
How to ramp up new salespeople faster
When speaking to sales leaders and CEOs, I often hear complaints about how long it takes to hire salespeople and get them to generate positive cash flow for the company.
5 Irreversible Shifts In Buying Behaviour
In recent months, I have seen an ever-increasing amount of attention dedicated to the fact that B2B buying is changing - and fast. And that's a good thing: it finally seems like everyone’s coming to terms with the fact that buyers are firmly in charge of the buying process today.
How should B2B sales people spend their time in order to reach quota?
Get your spreadsheets out! Or, use this template. We created it to help our clients answer a very important question:
Are You Aligned With Where Your Customer Is In Their Buying Process?
A friend called me for advice today. He’s a great sales person, a big deal hunter. He wanted to review a deal strategy and call plan he was making on a CTO at a very large, fast growing prospect. His colleagues had been working with the CTO’s team. By far, they were the front runners for their first piece of business with this customer. By itself, it was a big order, but his colleagues saw a lot more potential in the account.
