Three Ways Product Managers Miss with the Sales Team
I’d like to share a few examples of how well-intentioned product managers get it wrong with sales people. All are based on real interactions we’ve had working with product, marketing and sales teams at large B2B enterprises (identities hidden…
Why Millennials Outsell Traditional Sales Reps: 3 Key Facets of the Digital-age Selling Strategy
There’s nothing that grinds a millennial’s gears more than wasting time. Which explains why we turn our nose up at the traditional sales approach. Cold calling, long presentations, and frequent rejection? Yeah, we’re all set. It’s tempting for managers from…
Sales Conversations that Engage B2B Buyers: The 3 Layers of a Great Value Proposition
B2B buyers usually have hectic schedules. Yet they make time for some sales conversations. Why? Busy executives take a sales call because getting live answers to a few key questions is faster than searching the internet for answers. Invariably buyers…
5 Key Characteristics of Winning B2B Sales Presentations
Highly successful B2B Sales & Marketing leaders empower their sales teams with sales presentations that engage senior decision makers and key influencers early in the sales process. Research shows close to 80% of early buyer meetings with sales reps fail…
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