You may have heard about it before, you may have successfully applied it in your organization. Solution selling is not a new concept but is an enduring concept. Get to know the basics and the evolution from traditional solution selling to the approach presented in the book “The Challenger Sale”.
Are your sales reps struggling to have relevant conversations with leads? Are your leads always bargaining and questioning the price of your product? And do you have an unreasonably long sales cycle? Then you might benefit from looking into value-based selling.
Sales excellence is a matter of excelling at sales. But what does that really mean, and how do you get your sales activities to that point where they can be defined as sales excellence? We have simplified the journey in four steps.
Sales thinks that leads from marketing are bad, while marketing complains that sales never follows up. A lot of issues occur, when sales and marketing work in silos. We uncover the most common signs that you need better sales and marketing alignment.
The amount and variety of SaaS solutions appear to be increasing at an extreme rate, and one can easily loose track of the vendors and types of systems available. One field that gives rise to misunderstandings is the DAM versus Sales Enablement discussion. What exactly are the differences between the two concepts? Get the answer as we eliminate the confusion in this post.
No two sales enablement tools are the same. But if you are looking for the best sales enablement tools on the market that can improve sales in your company, there are some common characteristics. Here are 5 things you should check.
We have read three of the most popular sales enablement books on the market and reviewed them. Get a teaser of the content and learn how the books differ from one another to find the one that suits your needs.
“Marketing is from Venus and sales is from New Jersey”. That was Pam Didner’s opening statement in our recent webinar. In case you missed it or would like a brief recap of the 3 key messages, you have come to the right place.
She is a Fortune 100 senior marketer, consultant, author, speaker and adjunct professor, and she is known for her holistic perspective on business administration. We recently got the chance to interview Pam Didner about this and learn more about her background that has led her to write a book about sales enablement.
Many sales reps keep selling the same goods to the same clients. Setting the stage with new client meeting themes helps the sales reps to establish new dialogs and support their cross-selling efforts.