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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 ...

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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 ...

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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.

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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 ...

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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 ...

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October 30, 2018 | Melody Astley

4 Masterful Ideas to Help You Navigate Sales Kickoff Planning

‘Tis the season for many companies to plan their sales kickoffs. You have a budget and a bunch of ideas about how to build an exciting experience for the sellers. With many competing ideas and not enough time to plan, ...

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October 23, 2018 | Dr. Stephen Timme

How to Close the Deal: the X-Factor Every Sales Professional Should Know

Do you ever feel like glaciers move faster than your clients when it comes to making decisions? OK, maybe not a glacier but slower than a sloth? Of course you do and so does every sales person I’ve ever met. You need an ...

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October 22, 2018 | Dr. Stephen Timme

Building the Confidence to Run Into the CFO's Office, Instead of Running Past It

Being a finance-type person, I am frequently asked what the best way is to sell to CFOs. Here are some insights I have gathered over the years engaging with CFOs. CFO's are playing an increasingly important role in ...

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October 16, 2018 | Becca Sundal

The Modern Sales Landscape: Navigating a Multigenerational Market

Today’s workforce is very different than any we’ve ever seen before, because for the first time in history, we have five generations working side by side. This means five generations of attitudes, communication styles ...

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October 9, 2018 | Melody Astley

“Death of the B2B Salesperson” – Not as Scary as it Sounds!

According to Forrester Research, 59% of B2B buyers prefer not to interact with a sales rep, and 74% find buying from a website more convenient. With these stats, many are suggesting that the role of the sales rep is ...

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September 25, 2018 | Melody Astley

A Strategic Approach to Nailing Your Next C-Suite Meeting

Selling to the C-suite increases the chances of you closing the deal and can significantly shorten the sales cycle— that’s what we call a win-win. But selling effectively to this group has its own set of challenges. Not ...

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December 19, 2017 | Dr. Stephen Timme

Dropping Data to the Bottom Line

Most businesses can collect data and a lot of it, but making that data useful and available to decision-makers is still a challenge, and it’s costing businesses billions in cash flows. If this is an area where your ...

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