The Playbook

Insights, tips and perspectives for accelerated sales teams.

Without These Four Collaborations, Your Customer Experience (And Your Pipeline) is D.O.A.

In today’s B2B sales environment, the customer experience is everything. Buy-side professionals have been trained by their personal experiences to expect an Amazon- or Apple-like flow to purchasing something. Whether they know it or not, they expect everything to be orchestrated and facilitated. Humans expect seamless buying experiences. And that’s why it is so critical for B2B sales teams to craft customer experiences that only result in one thing: an inked deal. Key to that goal… collaboration.

Want to Sell More in 2017? Start Fast and Go Easy on the Selling.

With just handful of weeks left on the 2016 calendar, B2B sales pros the world over are in one of three mindsets. Either they’re sitting pretty, relatively relaxed knowing that they’ve hit or exceeded their numbers or they’re feeling confident knowing that an all-but-signed deal is about to close, nudging them past their finish line, or they’re in that state of nervous-almost-panic because they know they’re going to come up short this year. Whatever the mindset, one thing is certain: the calendar will turn and 2017 will arrive. And given most reps aren’t in that upper echelon of a relaxed December, it’s worth laying out a few ideas on how folks call sell more in the new year.