Blog

July 22 2020
DOUBLING DOWN ON SALES ENABLEMENT

Companies large and small are investing in sales enablement because they believe in the outcomes that it can drive.

January 23 2020
THREE THINGS TO DO WHEN LOSING THE DEAL IS NOT AN OPTION

When losing the deal is not an option, try a new approach. Our approach to high-value deals can offer a competitive advantage, but it requires some changes.

December 12 2019
WHAT MAKES A STORY THAT SELLS?

An expert ability to craft and tell stories is one of the most crucial (and potentially overlooked) skills a Sales rep can have in their arsenal. However, there are a few key elements that every good story needs to have for it to resonate, especially with a reluctant prospect.

December 6 2019
USING STORY-SELLING TO IMPROVE SALES

Everyone loves a good story, whether we’re telling our children one or reading the newest thriller. And, today, storytelling (or, more accurately, story-selling) is the silver bullet your organization may be missing to help your sales thrive.

November 22 2019
SELLING WITH VALUE MESSAGING

Your mother told you this advice, and it’s still true: “Don’t talk about yourself all the time.” Many organizations approach messaging to their customers by speaking about themselves. However, today’s buyers who have more options than ever. Value-based messages are no longer optional. They're expected.

October 29 2019
WHY IS NO ONE TALKING ABOUT SALES STRATEGY?

High-value pursuits offer the perfect opportunity to refine messaging and strengthen the collaboration between Marketing and Sales in a “live fire” situation. When the deals are big or strategic enough, they are worth investing in. And the wonderful byproduct is the insightful feedback that is gained.

October 15 2019
LOOK TO YOUR SALES LEADERS FOR INNOVATION

Sales is not usually looked to for innovation around value propositions or business processes that would enrich customer relationships or emerging competitive strengths. What a missed opportunity!