PandaDoc

JULY 1, 2020

Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. The goal of prospecting is to convert leads (contacts) into prospects (potential buyers) into clients.

Media 98

Media B2B Decision-making Software 98

Chally

AUGUST 13, 2020

There are many nightmare memes dominating social channels describing the way most of us feel about the impact of the global pandemic on the world of work and how we sell. Think about it. As more and more companies make working at home the new normal, sellers will be forced to learn to adapt. Ask how sellers are doing?

Virtual Selling 52

Virtual Selling Sales Management Management Sales 52

PandaDoc

JULY 1, 2020

Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. The goal of prospecting is to convert leads (contacts) into prospects (potential buyers) into clients.

Media 52

Media B2B Decision-making Software 52

Brooks Group

JULY 13, 2022

Every salesperson has heard the phrase “value-based selling”, but other than being told to provide value when selling, there is little direction and instruction on how to do it, or what qualifies as value. . How does that challenge impact their goals and objectives? How can you fill them? What do you know?

Energy and Utilities 73

Energy and Utilities Decision-making Sales Training Profitability 73

SBI

JUNE 4, 2014

Welcome to our biweekly blog feature. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. Nancy: How does your solution uniquely address the problem (or in what way do other solutions fall short from solving the problem)? That’s Qstream.

Financial Services 55

Financial Services Onboarding Marketing CRM 55

SalesGlobe

FEBRUARY 9, 2022

As we drove, we talked about how Cliff sold beer. Then he detailed the cooler display at the front of the store, making sure the facings of cans and bottles were aligned and that the packaging and tags for the week’s specials were clearly displayed. But the question remained: how did that translate to the sales organization?

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

SBI

MARCH 26, 2013

As I read both books, I asked myself what they tell us about how and what our prospects go through when they make decisions (either to believe in an idea, or to make a change). Decisive (available March 26), asks and answers the questions: How do people make choices and how can we make better choices.

Marketing 49

Marketing Decision-making Sales Construction 49

SBI

JANUARY 29, 2020

Using a modern, agile approach they can effectively bridge the gap between globally distributed teams with video collaboration tools that enable reps, managers, and SMEs to work together easily and asynchronously. The menus on the platform can now be localized automatically, so the entire experience is displayed in each user’s local language.

Account Planning 26

Account Planning Sales Digital Transformation Stakeholders 26

SBI

JUNE 3, 2014

Welcome to our biweekly blog feature. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. Nancy: How does your solution uniquely address the problem (or in what way do other solutions fall short from solving the problem)? That’s Qstream.

Financial Services 22

Financial Services Onboarding Marketing CRM 22

Showpad

NOVEMBER 4, 2021

It’s Alex, an SDR from Flover, a disruptive flowertech company built on blockchain and AI. That’s how you pump your numbers up regardless of prospect vacations. One B2B buyer we spoke to lambasted the practice, saying: “This makes the entire company lose credibility, in my view. Do you know how most B2B buying journeys start?

Innovation 52

Innovation B2B Decision-making Communication 52

SBI

NOVEMBER 7, 2019

This includes initial customer engagement via email, social, and other channels, as well as across customer-facing teams, such as sellers, customer success representatives, and partners. The acquisition will result in an offering that enables marketers to have full control and oversight into how their content impacts this new buyer landscape.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20