Blog

A Millennial Marketer’s Spin: “Sales isn’t using my content”

Alright fellow marketers, it’s time to get real. I enjoy, much like the rest of the professionals with my job title, the sweet satisfaction that blaming my shortcomings on my sales team brings. Why not, right? They really are the…

A Millennial’s Spin: How a 24-Year-Old Answers the Tough Questions about Value Selling

Taylor here, with a little Thanksgiving treat for you Americans, and just a plain ‘ole treat for the rest. As most of you know, selling your product or solution is one thing, but getting people to use it is another….

Tackling the 7 Challenges and Unleashing the Power of B2B Value

What sometimes seems to be forgotten is that the pursuit of a value orientation to the business involves a lot more than just the sales force. Selling on value involves organisational change, not just a sales force training workshop. The…

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 apply complex solutions in customer-facing roles. Customization of…

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,…

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