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Selling Complex Products and Solutions Profitably: Grappling with 4 Enterprise Sales and Presales Strategic Trends

For complex B2B products, specialization and customization are two unstoppable waves in business strategy and organization. Sales teams increasingly include specialist presales professionals who make it possible to address complex problems and ...

Adapt or Fail; Millennials Are Here

We’ve all heard it before, sounding oddly familiar to the midnight ride of Paul Revere: “The Millennials are coming! The Millennials are coming!” It was true; we were coming. But now, we’re here. (How’s that for an intro?) In 2015, ...

#1 Way B2B Sales & Marketing Leaders Can Grow Top-Line Revenue

The “moment of truth” for B2B sales reps selling a complex solution involving multiple stakeholders is the time they spend presenting and interacting with prospects and customers. An Aberdeen Group study revealed the top resource request by 52% ...

3 Ways Leading B2B Companies Prepare Sales Reps to WIN First Customer Meetings!

The first meeting by your sales reps with senior buyers is the most critical step in the sales process. Impressing the audience with knowledge of their industry, identifying relevant business challenges, and proving how your solution produced ...

Selling Complex Products and Solutions: Presales Specialization and Customization in B2B Sales

Two forces driving B2B change are clear. First, continuous innovation to enhance, differentiate and revolutionize products and solutions is the primary way that B2B enterprises compete effectively. Second, B2B buyers require less and later ...

Selling Complex Products and Solutions: Maximizing the Impact of Presales

B2B innovation has created an important and permanent role for presales professionals. “Presales” roles have many job titles but, regardless of title, presales team members: engage directly with customers pre-sale provide in-depth ...

Raise Price to Increase Volume? The PPS Spring Conference and Pricing Strategy

This month the Professional Pricing Society (PPS) hosted their 27th Spring Conference in Chicago. I have attended many PPS conferences over the years and it’s always a great opportunity to re-connect with customers and colleagues. Kevin ...

[Infographic] Selling Outcomes, Not Products

Large B2C corporations figured out a long time ago that selling outcomes rather than product features is the key to increased sales. Companies don't sell televisions; they sell family bonding or big celebrations on game day. Dreams of fame and ...

Selling Complex Products and Solutions: Addressing the Challenges of Presales Professionals

B2B innovation is a two-edged sword, improving enterprise business opportunities while increasing sales complexity. Technology delivers better products but makes them harder to understand, apply and explain. Implementations are more customized ...

B2B Enterprise Sales Leaders: “What do you do for your customers?” — Do your sales reps answer the same way you do?

At B2B Global 2000 Enterprises only the CEO, Sales Leader, and their top 10% sales reps consistently succeed at addressing this question with customers; and qualify the opportunity in the process. Why is it so difficult to get all sales reps to ...

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