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Make Buyer Interactions More Valuable: Virtual Customer Experiences and Remote Decisions

Restaurant dining and B2B buying are similar. Hospitable service, impactful presentation, and satisfying outcomes keep customers coming back for more. Unless seating capacity is reduced and customers stay home to stay safe. COVID-19 is changing the practices of both diners…

The C-Suite Case for Value Selling: Increase Your Sales Velocity

The best single metric for B2B sales success is sales velocity. As a measure of performance, sales velocity provides a clear way to organize the essential factors that will drive immediate revenue growth. It measures how quickly deals move through…

How to Start the Customer Value Conversation: Two Approaches to Accelerate Sales Velocity

Chefs and B2B sales professionals have a lot in common. The best ones develop their techniques to improve their performance. Here is one set of strikingly parallel questions for the chef and the sales rep: For the chef: How do…

Re-Entry from COVID-19: The Next Normal as the Fog Starts to Lift

For all of its isolation and distancing, April 2020 will go down in history as a month of global unity.  Across almost every town, region and country, virtually all humans have been living one of two primary experiences.  The care…

Not a Snow Day, Not a Bubble Burst – The Next Normal in B2B

In one long month, our lives have changed profoundly.  A month ago, the Western world was quaking from free-falling markets and waking up to social distancing, still naïve to the human and economic toll of Covid-19.  Now our eyes are…

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