Contextual Collaboration is Key to 21st Century Selling
In B2B selling, the days of Lone Wolf Sales Superstars driving organizational success are in question, according to research from The Sales Executive Council (with some issues highlighted in this blog...
View ArticleFour Imperatives for Increasing the Effectiveness of B2B Sales Efforts
In most B2B selling situations, a sales team composed of people from several roles and backgrounds is required. These individuals all bring unique perspectives and sources of value to the buyer, but...
View ArticleWho Are The “Sales Influencers” In Your Company?
Note: This blog post is from one of our featured guest bloggers, David Brock. The post can also be found on Dave’s blog here. Lori Richardson posed a very challenging question at Focus.com: “What is...
View ArticleThree Imperatives for Successful Enterprise Collaboration for Sales
The following is from one of our partners that allow us to guest post some of their great content, The Savo Group. You can find the original post here. It has been modified slightly for presentation...
View ArticleWinning at Competitive Sports and Team Selling – Know Your Role
In complex B2B sales, there are often teams involved on both sides of the table. The customer has a group of people all playing different roles in executing aspects of their buying process. While...
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The Challenger Conundrum: What If Marketing Isn’t Up to the Challenge?
Note: This blog post is from one of our featured guest bloggers, Bob Apollo, and has been modified slightly from its original form with Bob’s consent. The original post can be found on Bob’s blog...
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