Today, digital transformation continues to accumulate a lot of attention. As digital sales transformation has moved from a nice-to-have to a need-to-have, more deals than ever are being lost to a commitment to the status quo than to competitors. Digital transformation is more than just a fancy way to describe moving digital assets to the […]
The 3 Stages of Digital Transformation Read More »
If you know someone who calls himself an “Apple fanboy” or have a friend who is rabidly loyal to Pepsi, then you’ve seen the power of emotional branding. As consumers, we’re used to companies playing on our emotions to sell us everything from toothpaste to beer to smartphones. But have you ever stopped to consider
5 Ways to Unlock Emotions and Drive B2B Sales Read More »
Bottom Line: Realizing visual configurators’ full potential starts by enabling engineering, production, and sales to become real-time collaborators in creating new products. 2D, 3D, Augmented Reality (AR), Mixed Reality (MR), and Virtual Reality (VR) visual configurators are proliferating across the Configure, Price, and Quote (CPQ) landscape today. Manufacturing marketing teams say they are the most
How To Make Complex CPQ Selling Simple With Visual Configurators Read More »
The first time a sales manager made this statement to me, in frustration, was about 20 years ago. Since then, it’s become the common complaint I hear from managers (If I had a nickel for every time…….) It’s what happens next that explains a large part of the problem, I always ask, “Let’s sign onto
“They Aren’t Using CRM!!!” – Business 2 Community Read More »
Want to get people to buy from you? Get to their subconscious. Get to their emotions. I hope you immediately said yes, it’s super important to the market success of your products and services. Why is it important? Research shows that we consumers buy based on feelings and emotions, and much of it is done
How Emotional Selling Impacts Buying Behaviors Read More »
Not all sales jobs are created equal. The day-to-day work life of a sales director will look vastly different than that of a sales development representative. Choosing the right sales career path requires developing a clear understanding of the differences between each type of sales job. Only then can you decide which sales career path
How to Choose the Right Career in Sales Read More »
Sales coaching can make a difference, and it should be a priority. In fact, pros agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. Yet, when it comes to giving coaching feedback, most sales managers don’t do it enough. Many times it’s water off a duck’s back,
Great Sales Coaching Starts With Receptivity Read More »
What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with
geralt / Pixabay In the world of manufacturing, one of life’s biggest questions is: What are manufacturers without distributors? Manufacturers are responsible for bringing designs to life and doing so at scale. But without distributors to push those products to a network of retailers, the manufacturer would be stocked with great products, but have no
Enabling Distributors to Sell Your Product with Delight Content Read More »
Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of information – often inconsistent, and frequently false or incomplete. They seek consensus when making buying decisions – but have to somehow align a growing number of stakeholders with often conflicting priorities. And they have to navigate an
Helping Your Customer Make Sense of Complexity Read More »
