One of the key findings in our 2018 Buyer Preferences Study was the fact that executive buyers don’t perceive salespeople as problem solvers. … [Read more...] about How to Evolve Sellers Into the Problem Solvers That Buyers Want
Setting Priorities: Shifting Sales Operations from Reactive to Proactive
Setting priorities sounds easy enough. But, when looking at the number of sales operations activities on their to-do lists, are organizations actually … [Read more...] about Setting Priorities: Shifting Sales Operations from Reactive to Proactive
Measuring Your Content: Avoid These Four Stumbling Blocks
Last week we discussed the latest research regarding content analytics, how many organizations actually do it, and why nearly 80% of sales enablement … [Read more...] about Measuring Your Content: Avoid These Four Stumbling Blocks
Four Pitfalls That Derail Account Planning
In my last blog, I reviewed the third of four top strategies being used by sales leaders to achieve their 2019 objectives: expanding (vs. simply … [Read more...] about Four Pitfalls That Derail Account Planning
How Do You Know What Kind of Content Works?
How do you know what pieces of content are effective? Do you use the analytics features of your new sales enablement content management solution, or … [Read more...] about How Do You Know What Kind of Content Works?
Moving from Account Renewals to Account Expansion
In this blog series, we have been reviewing the four strategies that sales leaders are using to make their 2019 goals. Here we explore strategy #3, … [Read more...] about Moving from Account Renewals to Account Expansion
