Sep 30, 2022 | Buyer Enablement
Which means that sellers need to up their game. The growth of the Buying Committee, Decision Making Unit or whatever you choose to call them has led to selling becoming far more about people strategy and management. The objective for sales teams is to convince a wider...
Feb 10, 2022 | Buyer Enablement
Be more customer focused they say. Help your customers on their buying journey they say. Provide content to guide them through the decision process they say. All great advice. What an opportunity for sales teams to stand out from the crowd. And what happens? Sales...
Jun 10, 2020 | Buyer Enablement
Are you bombarding your prospects with lots of buyer insights, content and collateral? Of course you are as its part of every sales and marketing engagement. You believe that you need to give them as much positive information about your proposition as possible,...
Jun 4, 2020 | Buyer Enablement
One of the biggest challenges for salespeople today is the number of contacts they have to identify and engage with. Whether you call it the buyer committee, the buyer group or decision-making unit it’s a growing number of people involved in the deciding and buying...
Jun 3, 2020 | Buyer Enablement
Every sales team is looking at what they can do to meet and hopefully exceed their numbers. The purpose of this blog is to share a lesser known idea with you on how you can improve your sales results. But before we get to it let’s put some context around why the idea...
Jan 17, 2020 | Buyer Enablement
So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should you? Your job is just to sell, right? This sort of mentality is part of the reason sales...
