Think about the best presentation or pitch you’ve ever received. Chances are, it stood out because the content was personalized for you and your organization. A few years ago, my team was in the market for a social selling tool. We heard from multiple vendors,...
Even as employees return to offices, remote work is here to stay. While more employees are spending time in person, most companies continue to offer remote and hybrid workplace models. Over the past few years, organizations have adapted in-person activities for...
Think about the first time you cold-called a prospect or delivered a demo. Did it go smoothly and without a hitch? Or, were there some bumps along the way? If you’re like most sellers, it probably didn’t go perfectly as you had hoped. But that’s to be expected...
Recently, I needed to make some changes to my home’s insurance policy. First, I tried to make the changes through the self-service portal but was unsuccessful. Then, after numerous failed attempts to contact my local agent, I conceded and dialed the 1-800...
Over the years, we’ve partnered with thousands of organizations on their journey toward enablement maturity. Through these relationships, we’ve developed a maturity framework for what makes good enablement. This blog is the third in a series of five posts that...
Historically, sellers relied on traditional selling approaches, focusing on a transaction rather than a buyer’s unique needs. But, in today’s complex and competitive market buyers are better informed and less receptive to aggressive sales tactics. Instead, they...