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Financial Buyers, Decision Makers & C-suite with customized business outcomes.
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SPEED-BLOG: SALES INSIGHTS
Why the Challenger Sale fails and how to correct in 1 Day
Salespeople cannot expect to meet the specific needs of a prospective customer without completely understanding their industry and company goals.
Value Gap: Start at the Top, Sell the Bottom Line – in 24 Hours
Vendors that do not recognize the “value gap” may see a looming problem in 2018 as market conditions continue to change. What is the gap?
Value Realization as a Service – Startups & SMB Vendors Sell Value on a Budget
The central challenge of a prospect realizing value from technology investments stems from the vendor’s misaligned goals and incentives of selling it that way. A vendor’s unsubstantiated value can evaporate a provider’s status as a trusted resource or partner very quickly.
Business Outcomes - How it Guarantees Faster Deals
After sales has done months or quarters of laborious, time-consuming work in researching a new account, crafting their best emails and value props, prospecting via social and networking, accessing and engaging with buyers and committees, and delivering their proposal - they still need to close…
Consultative Selling: You're Only at 10%, How to Get to 100% Overnight
Competing in today’s crowded, global markets for a steady stream of high-quality sales opportunities is tough, and reaching decision makers burdened with information overload is even more difficult. Time is the new currency.
Business Outcome Sales: How it Produces 35% More Opportunities
Enterprise executives and decision makers in your target accounts have complex problems and all the associated financial pains. They want more from you than your Vendor “solution”.
Consultative Selling: Improve Pipeline Velocity 15% Selling Sr. Business Execs
When SAP© hired London-based Loudhouse, the research division of Octopus Group specializing in B2B “brand to sales” technology, to produce their “What’s the Future of Sales” study and paper, I was skeptical on whether there would be significant insight to help predict the future.
Sales Intelligence: Accelerate New Opportunities in 30 Days Accessing Decision Makers
I was speaking at a business group of local technology companies, start-ups and established businesses. They told me that a key priority was more quality appointments with influencers to help build more productive and higher-convertible pipelines.
Trusted Adviser Sales - 15% More Opportunities Unifying Buying Committees
For the clear majority of Vendors, irrespective of their products or markets sold into, new accounts are the growth engine. Especially in Enterprise sales, there are several reasons why it’s so challenging to break into new accounts.
Account Based Marketing: Easiest Way to Boost Leads 250%
According to TechTarget1, Account-based marketing (ABM) is a business-to-business (B2B) strategy that focuses sales and marketing resources on targeted accounts within a specific market. Instead of broad-reaching marketing campaigns that touch the largest possible number of prospective customers, an ABM strategy focuses resources...
Book: The Key to the C-Suite by Michael J. Nick
The Key to the C-Suite, Michael J. Nick - With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make…
Value Propositions: Target Account Value Gets 2X Prospect Meetings
One of the most difficult exercises for a salesperson who wants to be more proficient, with the help of Marketing, in outbound prospecting to build meeting and new opportunities, is to be able to create unique target account value propositions.
Sales Conversations: Why Deep Listening is THE Competitive Advantage
Effective business communication sits above the spoken word more than it does on the written word. Above the spoken word is an even greater power in the art of influencing which is based not on how they talk…. but how they...
C Suite Selling: 7 Surefire Ways for 2X More C-Level Meetings
The executive has granted you a meeting because they believe you will bring some insight or guidance on how they can do a better job in dealing with their top issues or initiatives. Plain and simple! You must be a consultative, value-based sales resource
Engage the Decision Maker: I got the meeting; How to Keep you in the Room
Regardless if you are selling for an Enterprise leader, SMB company, or well-funded Startups; your Target Account sponsors or stakeholders all struggle with making an effective business case on buying from you irrespective of what you sell.
Sell Value Over Price & Cut Account Research by 70% and Sell More
It's presumed that once we learn new techniques or process, where many are delivered over a short time span, we simply deploy them, mostly on our own, into our respective named accounts or territories.
High Performance Selling: 30 days to Boost "B Players" Meeting Effectiveness
There are six important tasks that most “A Player” sales reps perform before they meet with a prospect, whether an important, strategic one, or just opening a new opportunity.
Improve Sales Pipeline Quality 20% Selling Sr. Financial Executives
Behind every enterprise or corporate project involving buying software, hardware, products, services, outsourcing, the cloud, etc., there are underlying currents of RISK impacting the decision-making process.
Selling Value: Boost ABM leads Quickly Unifying Sales & Marketing
It makes no sense that professional marketing departments within our Enterprises are tasked to send out volumes of campaigns and messages using Account-Based Marketing (ABM) with the promise of delivering the grail: stronger and better qualified leads, from 1:1 marketing.