Blog

Do you know the latest industry news? Read our insights to stay in the loop.

March 19, 2019 | Ericka Ponce

Delivering a Bulletproof Demo with Insight-Led Selling

Congratulations! After months of calling and contacting various people in your prospects’ company, you’ve finally landed a demo meeting with the CxO and their team. As the excitement and jubilation wears off, you ...

Read More

March 12, 2019 | Melody Astley

How to Get Your Reps on Board With a New Sales Process

Want to know what’s more difficult than creating a new sales process? Getting your sales team to buy-in and adopt said new sales process as part of their everyday sales routine. To better ensure your sales reps adopt ...

Read More

March 5, 2019 | Becca Sundal

Shifting IT From an Operational Cost to a Driver of Value

It’s no secret that Information Technology is a key enabler of nearly everything we do. It’s also begun a significant shift from its origin as a pure support function and cost center to a revenue-generating profit ...

Read More

February 26, 2019 | Becca Sundal

The 7 Personalities You Run Into When Selling to C-Suite Executives

In the world of sales, you run into a lot of personalities. Knowing how to sell to each will determine how successful you are at closing deals. To help you make your sales pitch a home run every time, we’ve created an ...

Read More

February 19, 2019 | Michele Wilkins

Solution Selling: 5 Ways to Show the Value of Your Product

Features and benefits don’t cut it anymore – even more so if you're aiming to get the c-suite on board with your vision. And, according to TSIA, 80% of new technology spend will sit with business buyers by 2020.

Read More

February 12, 2019 | Becca Sundal

How to Guide: Evaluating a Sales Training Partner

With a plethora of sales training programs and partners available on the market, deciding which one is best for your sales team can be a difficult and arduous task to undertake. When it comes to evaluating a potential ...

Read More

January 29, 2019 | Michele Wilkins

Account Planning – Where to Start?

Account planning can be a tedious exercise and a lot of times the work doesn’t pay off.   Having said that, according to CSO Insights, sellers that do a good job with account plans see as much as a 17% uplift in win ...

Read More

January 23, 2019 | Dana Reid

Want to Beat the B2B customer Disengagement Slump? Use Data to Personalize Your Conversations

It’s the dreaded slump. You suspect the buyer is pulling away, not returning calls, too busy to talk. It’s time to take some action. B2B buyers are often savvy, high-level professionals and what you’ve done in the past ...

Read More

January 15, 2019 | Melody Astley

The 3 Components of a Strong Value Proposition

Crafting a powerful value proposition that resonates with a C-suite audience is as much an art as it is a science. A well-presented value proposition not only articulates the unique benefits of your products or ...

Read More

January 8, 2019 | Melody Astley

5 Rules for Measuring the ROI of Your Sales Training Program

Every year, companies of all sizes collectively invest billions of dollars into their sales training programs. Whether it’s coaching the sales team on new technologies, product offerings, or techniques, a strong sales ...

Read More

December 11, 2018 | Becca Sundal

Making Sense of Data to Drive More Profitable Sales

“Data-driven” anything – company, culture, strategy, decision-making – is the ubiquitous buzz word of the moment. The dictionary definition of data-driven is “determined by or dependent on the collection or analysis of ...

Read More

December 4, 2018 | Melody Astley

“No Decision”: 3 Checkpoints to Predict and Avoid It

For many of our clients and us, December signals the homestretch of the fiscal year. How time flies! The time is now to deliver your commitments to the business and to overachieve your quotas. With all of the great ...

Read More
No More Posts

CONTACT US

Get in touch with us for your customized solution.

Contact Us