KAM With Passion

MARCH 28, 2022

In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Is this sufficient to capture the degree of complexity of a sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130

Red Star Kim

OCTOBER 19, 2023

Some were fortunate to receive full details from the firm’s CRM supported by analytics showing digital activity and enquiry details. Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge. Others had little more than a name and telephone number.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Hubspot Sales

JUNE 15, 2020

When moving to virtual sales meetings, most would argue that video conferencing is the go-to. While video conferencing through platforms like Zoom are intended to make meetings feel more personal, studies show this isn’t necessarily the case. Increase the impact of sales through value selling. But is this enough?

Decision-making 101

Decision-making Value Selling Meetings Organization 101

SBI

MARCH 25, 2020

While video conferencing is meant to make meetings feel more personal, studies show it does not deter people from multitasking, and in some cases, completely zoning out. What’s more, only 12% of people feel as comfortable on video as they do on audio calls, so you may not get the level of engagement you need to make an impact.

Remote Working 40

Remote Working Decision-making Value Selling CRM 40