Buyers do not buy as often as we suspect. Rather buyers often make large acquisition decisions only a few times during their career, and each time can … [Read more...] about The Mereo Revenue Performance Accelerators Series: A Sales Professional’s Guide to Reframing Objections
3 Revenue Kickoff Trends to Follow in 2025 (and 3 to Ignore)
As we gaze ahead to 2025, revenue leaders are looking to launch 2025 after facing steady headwinds for the last two years. The tension is palpable as … [Read more...] about 3 Revenue Kickoff Trends to Follow in 2025 (and 3 to Ignore)
Domain Expertise Is the New Selling Must-Have
Decades ago, salespeople could get away with being an expert on their solution and engaging buyers with how that solution will solve broad pains. But … [Read more...] about Domain Expertise Is the New Selling Must-Have
The Mereo Revenue Performance Accelerators Series: DO NOT RELY ON ONE DECISION-MAKER IN THE B2B BUYING COMMITTEE
A recent study by Sales Mastery found the average buying committee has 6.4 participants. Following this research over time, the size has grown — most … [Read more...] about The Mereo Revenue Performance Accelerators Series: DO NOT RELY ON ONE DECISION-MAKER IN THE B2B BUYING COMMITTEE
BARRY WITONSKY WANTS YOU TO FOCUS ON THE FUTURE TO MAXIMIZE GROWTH
Revenue operations (RevOps) is becoming more recognized in organizations, but what does RevOps entail? What does 2025 bring for RevOps leaders? We at … [Read more...] about BARRY WITONSKY WANTS YOU TO FOCUS ON THE FUTURE TO MAXIMIZE GROWTH
New Discovery Call Insights Stack Up Against Sales Decks
Let’s eavesdrop on a recent phone call between a sales manager and her prized sales professional. Sales manager: “We have a new qualified lead that I … [Read more...] about New Discovery Call Insights Stack Up Against Sales Decks
