The Blacklist is an American crime thriller television series created by Jon Bokenkamp, starring James Spader as Raymond “Red” Reddington. Red is a legendary criminal and America’s Most Wanted, who turns himself in to the FBI and offers to cooperate in catching criminals on a list that only he knows. The series premiered on NBC […]
Sales enablement is a strategic necessity. The Sales Enablement Forecast Report 2022 has provided us with valuable insights into the trends and priorities that are shaping the future of sales enablement. Let’s look into these findings to understand how sales enablement is becoming a critical factor in enhancing sales efficiency. Expanding Roles and Responsibilities According […]
Here are a handful of sales techniques that help sellers build rapport, communicate effectively, understand customer needs, handle objections, and ultimately – help you close deals! Building rapport Communicating effectively Understanding customer needs Handling objections Closing deals The next part is not really about techniques. But it is about how you act as a sales […]
The Value Proposition House framework was developed by Philips. It was built to ensure that all their products would provide actual tangible value to the customers, regardless if it was a B2B or B2C product. It has turned into a globally used tool that helps businesses understand the value that their products or services provide […]
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, […]
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 […]
Discover the 10 most critical KPIs for Customer Success Directors and learn how to utilize them to maximize your service efficiency.
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 […]
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 […]
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 […]
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