Britta Lorenz

For the sixth part in this series with a focus on sales enablement, Britta Lorenz and Ashton Williams have broken down the dos and don'ts of … [Read more...] about Expert Talk with Ashton Williams: Negotiation and Deal Closing in B2B Sales

Our sales proposal is an opportunity to show the customer how well we understand their business and what they want to accomplish. It is our … [Read more...] about Expert Talk with Amy Franko: Offering, Presentation, and Dos and Don’ts for a Standout Sales Proposal

Discovery never ends, and it is definitely not a one-stop interview. In the course of PDAgroup’s focus series on sales enablement, Whitney Sieck, … [Read more...] about Expert Talk with Whitney Sieck: The ABC of Discovery

We have arrived at the third stage of the B2B sales cycle. We have made a connection, qualified a lead, and now have to make contact with the prospect … [Read more...] about Sales Expert Talk with T. Melissa Madian: Contacting, Engaging and Building Lasting Bonds

For seven weeks, PDAgroup explored the key elements of the B2B sales cycle from prospecting to deal closing. In the second week, Britta Lorenz … [Read more...] about Sales Expert Talks: Hugh Macfarlane’s Active Approach to Qualification

The B2B sales process has changed tremendously over the past years. Potential customers have many opportunities to inform themselves about products … [Read more...] about Sales Expert Talks: Connect and Nurture