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Digital Sales Enablement: The Key to Success in B2B Sales
Digital sales enablement has emerged as a critical strategy for sales leaders. The shift towards digital interactions between suppliers and buyers is breaking traditional sales models, with Gartner predicting that by 2025, 80% of B2B sales interactions will occur via digital channels. This transformation necessitates a shift from a seller-centric model to a buyer-centric one,… Read more
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Unlocking B2B Success: Use LinkedIn for Lead Generation
LinkedIn, with its 58 million businesses, is a goldmine for B2B lead generation. However, standing out in this competitive environment can be challenging. Here’s a summary of cost-effective strategies to maximize your B2B lead generation on LinkedIn. LinkedIn is your 24/7 sales channel Firstly, consider your profile as your 24/7 salesperson. A well-optimized profile can… Read more
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Drive Customer Success: The Essential KPIs for Service & Support
Discover the 10 most critical KPIs for Customer Success Directors and learn how to utilize them to maximize your service efficiency. Read more
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The Power of Sales Discovery Questions: Unlocking Customer Insights
Selling is not just about pitching a product or service. It’s about understanding the customer’s needs, wants, and pains, and presenting your offering as a solution. Well-structured sales discovery questions unlock these insights. What are sales discovery questions? These are strategic questions that you ask to uncover important information about a prospect. Deals are won… Read more
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Navigating the High Seas of Market Disruption: Pirate Categories and Blue Ocean Strategies Explained
Standing out from the crowd is not just a luxury, it’s a survival imperative. The key to success lies in two concepts: “pirate categories” and “blue ocean” strategies. As an experienced sales director, I’ve seen countless products and services fade into obscurity, swallowed by the red ocean of fierce competition. Pirate Categories: A New Dawn… Read more
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What is a discovery call and why is it important?
Deals are won and lost in discovery. Great sales discovery questions can fuel a strong discovery process and help you focus on valuable leads. A discovery call is typically the first conversation a sales professional has with a potential client. It’s an opportunity to understand the needs, challenges, and goals of the client. It’s called… Read more
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