B2B account executives and customer success managers dread the customer decision point that every existing account deliberately confronts sooner or later.
Will they renew?
Even if the account has been on autopilot for years, a deliberate ...
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 ...
For our September Webinar, John Shulman shared strategies for elevating key skills across B2B sales teams using cutting-edge, interactive technology. At the end of the session, he answered questions from the audience. Here are his live ...
For our July Webinar, Rick Cantril shared his experience initiating, dialing up, and maintaining Value Selling at scale, improving win rates by 10% and decreasing sales cycles by 50-75%.
At the end of the session, he answered a handful of ...
For our August Webinar, Mark Stiving explored how B2B companies can transform into Value Based Businesses that consistently capture the impact of their Value-Based Pricing efforts by supporting sales conversations centered on value delivered. ...
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 ...
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 you boil a ...
For our July Webinar, Rick Cantril shared his experience initiating, dialing up, and maintaining Value Selling at scale, improving win rates by 10% and decreasing sales cycles by 50-75%.
At the end of the session, he answered a handful of ...
For our July Webinar, Rick Cantril shared his experience initiating, dialing up, and maintaining Value Selling at scale, improving win rates by 10% and decreasing sales cycles by 50-75%. At the end of the session, he answered questions from the ...
Whether you believe that product launch failure rates are only 40% or are closer to 65-75%, getting product launches right is important. To drive continued profit growth with innovative products, the best B2B companies splice a strong product ...
