Sales Process

Business woman working on a sales process to meet modern buyer needs.

Creating a Sales Process That Meets Modern Buyer Needs

The sales world has been evolving for years, with traditional tactics like paper marketing and face-to-face sales meetings slowly giving way to more digital-first strategies that reflect the desires of the modern buyer. By 2019, 81% of buyers were doing online research before committing to a purchase, showing how important a persuasive and informative online presence has…

Competitive Analysis

The Value Competitive Analysis Can Have on Driving Sales Growth

If your company hasn’t performed a competitive analysis, you might be wondering…just what is a competitive analysis anyway – and how can it help? Often misunderstood and chronically underutilized, a competitive analysis is a systematic process for identifying key aspects and attributes of your competitors. This empowers you to effectively position your company to compete,…

Sales and Marketing team meeting to create a true partnership.

Sales And Marketing: A Love/Hate Relationship Or Partnership For Growth?

In many organizations, marketing and sales departments have long existed in organizational silos. While the two might be ‘joined at the hip’ in terms of their mission to attract customers, build market share and boost revenue, they often have little meaningful interaction toward fulfilling that joint mission. They are on speaking terms but often not…

Sales Team Sales Process Meeting

Answer Your Customer’s Three Whys to Ensure Your Sales Process is Perfectly Aligned

In every sale – no matter the product, service, market, or vertical – the customer needs to answer three important questions. Why do anything? Why you? Why now? Understanding your customer’s “Three Whys” will help you design a sales process that is in perfect alignment with the way your customer wants to buy. Why do…

Sales Strategy Meeting

Joining Sales Enablement and Revenue Enablement for Strategic Growth

The way businesses market to customers is forever evolving. From flyers and posters to the dawn of digital, the face of marketing has changed remarkably over the last 50 years. With the Internet came sales enablement, followed by revenue enablement. The constant shift in paradigm is crucial when considering sustainable growth. But in order to…

Sales Meeting

Leveraging Sales Agility for Revenue Operations Success

Understanding and adapting to B2B buyer preferences, expectations, and timelines is crucial to generating long-term, consistent revenue growth. Rigid plans and processes may appear on the surface to provide consistency and predictability across your sales organization, but they do not account for the varied nature of your individual prospects. B2B selling is not a one-size-fits-all…