This post is all about the the beginning steps to guided selling and why it is crucial for your business to succeed. Steven Spielberg is to movies as Guided Selling is to B2B Sales organizations: The best thing in their industry. Gartner has stated: “Artificial intelligence (AI) functionality has permanently Read more…
The Top 6 Things to Look for to Ensure You Hire a Great VP of Sales On the executive management team, the position with the most turnover is most often the VP of Sales. Hiring the right one is critical to success because business momentum starts with this position. And Read more…
Questions to ask your next VP of Sales in the interview process How do you determine if a VP of Sales candidate has the chops to be your next VP of Sales? Here are seven questions that will help you in the interview process along with a scoring system to Read more…
How do you find the decision-makers at your prospect’s company? It isn’t easy. Between the gatekeepers and the changing titles, it’s hard to determine who calls the shots, who has the power to decide, and who doesn’t need permission to add to the budget. Job titles don’t help. For the Read more…
How do you feel about change? If you feel uncomfortable, you’re normal. Most of us don’t like change. But change you must. This is important to remain adaptable in a rapidly changing landscape. One that unabashedly leaves the old behind. This includes how you need to realign your sales team. Read more…
The hard sell has been over for some time now, but many organizations haven’t received the message. The name of the game today is influence. And it is an underrated tool in the B2B sales world. The rise of the social media influencer is not a coincidence, and neither is Read more…
According to Forrester Research, the topic of AI in B2B sales is big for 2022. Along with artificial intelligence (AI) and purchase automation, deal analytics, is a big deal for B2B companies. Deal analytics (or deal insights) is the analysis of your sales team activity. It includes: Basic CRM-captured data Read more…
Whether you are still searching for your first customer or you believe you have proven product-market fit, there are still three things you need in your go-to-market strategy to succeed. Go-To-Market: Think big Your Marketing Strategy: Create a demand generation engine Sales Strategy: Scale sales Go-To-Market Strategy: Think Big Nothing Read more…
You found common characteristics between your best customers when you developed your ideal customer profile (or your zebra profile). Your best prospects have the same characteristics. But in order to have an improvement in your saas sales, you can’t stop there. You need to dig deeper to find similar patterns Read more…
We already addressed why selling features and functions doesn’t work with Power. However, you need to go further than showing ROI, even if it’s positive or substantial. That isn’t the way to sell to Power either. Executives are interested in more than what numbers say because they may have several Read more…