Finding Success with Virtual Selling
Virtual selling is here to stay. In fact, 92% of customers prefer virtual interactions and 79% of sellers view virtual selling as... Read More
Why the First 120 Hours After a Deal is Signed Mean Everything
You crafted a personalized customer experience. You orchestrated real collaboration. You ensured everyone stayed on the same page, no matter when they... Read More
Featured on Sales Hacker: 5 Painful Mistakes That Are Crippling Your Customer’s Buying Experience
In today’s B2B sales environment, the customer experience is everything. Master it and you’ll reap the rewards: shorter sales cycles, a more... Read More
How to Develop a Deeper Understanding of the Customer Decision Journey
It wasn’t long ago when a customer’s buying journey was a black box. After a call or meeting, sales teams had little-to-no... Read More
3 Reasons Salespeople Need to Rethink How They Use LinkedIn
It’s difficult to imagine what the B2B sales universe would look like without LinkedIn. The professional social platform is an essential business... Read More
How SDRs Can Engage and Develop Every Contact and Account
Remember when you made a phone call and someone picked up and listened? Or when you sent an email and someone replied?... Read More
How Do Account-Based Marketing and Account-Based Selling Work Together?
Account-based marketing and account-based selling. We’ve all heard of these concepts. They’ve been around for a while. Some of us in the... Read More
How to Drive Parallel Collaboration Throughout the Sales Cycle and Why It’s So Critical
Traditionally, sales cycles in the B2B world take on a linear feel and are in fact comprised of lots of mini sales... Read More
Why Putting All Your Eggs in the Social Selling Basket is Silly (And What to do Instead)
Google “social selling” and you’ll see a whole bunch of search engine optimized posts touting the glories of selling to your prospects... Read More
How to Build an Account-Based Selling Program Around Rapidly Changing Customer Behavior
It’s no longer a question, but a fact that B2B customer behavior has drastically changed. Customers expect a buying experience that is... Read More