Take an honest look at your pipeline. Is it padded with questionable opportunities or rigorously qualified prospects?
The degree of change that is happening today and will continue moving forward is opening tremendous potential for B2B salespeople.
As a sales leader, how do you coach your teams on forming authentic human-to-human connections and meeting executives on their level? By helping your salespeople develop the skills to identify and communicate relevant, credible and reliable solutions.
As in any business function, strong leadership is essential for sales teams, now and moving forward. In an uncertain economy, businesses — and the employees whose livelihoods depend on them — need sales professionals who are at the top of their game.
Whether it’s having a virtual sales meeting with a baby on their lap, pitching to a whole team of buyers on an online call or helping clients meet unprecedented needs, remote sales is a whole new ball game.
BlueZone Systems, a Seattle area tech startup, has launched a cloud-based SaaS solution designed to increase the productivity of enterprise B2B sales teams.
Sales coaching, the process of developing people to achieve excellence and performance by helping them master skills, is growing in importance. In a technology-enabled sales environment, companies have rediscovered the value of communication skills.
Modern customers have a wide variety of choices vying for their attention. As their needs have evolved, so have the business models that companies rely on to serve them. In B2B sales, we are moving from a transactional to a relationship-based model.
Every business-to-business (B2B) sales organization of any size has some version of a strategic deal review or full account review. More often than not, the review is painful for three primary reasons.