Over the last two weeks, I’ve shared some of the highlights from our first ever Buyer Preferences Study. First, I discussed if salespeople … [Read more...] about What buyers expect from salespeople and what it means for sales enablement
Customer Expectations: Are sellers making the grade?
A few months ago, we talked about how bullish salespeople were on sales as a profession. Of over 900 salespeople surveyed, 90% said that they would … [Read more...] about Customer Expectations: Are sellers making the grade?
Opportunities to engage buyers early exist. Are your sellers prepared?
Here we go again with more facts based on our 2018 Buyer Preferences Study. Last week, I discussed the question of how relevant salespeople are to the … [Read more...] about Opportunities to engage buyers early exist. Are your sellers prepared?
In Conversation With: Michael Ahearne (Part 2)
Today we continue our conversation with Mike Ahearne, Professor of Marketing at the University of Houston and Research Director at the Sales … [Read more...] about In Conversation With: Michael Ahearne (Part 2)
Are Salespeople Relevant to the Modern Buyer?
If you are following my sales enablement research, you know that I’m hammering home the vision that sales enablement as a discipline has to … [Read more...] about Are Salespeople Relevant to the Modern Buyer?
In Conversation With: Michael Ahearne (Part 1)
CSO Insights recently had a chance to speak with Mike Ahearne, Professor of Marketing at the University of Houston and Research Director at the Sales … [Read more...] about In Conversation With: Michael Ahearne (Part 1)
