No one really knows how life will be different, post-Covid 19, or how selling in the B2B virtual world will change beyond the obvious. What we do know is that it will be different, and that driving sales will be more important than ever to driving profitable grown and capturing market share. That said, ... Read More >
The key to Demand Creation lies not in a definition. It’s about understanding it from a “how to” sales point of view. Most sellers know the difference between servicing demand and creating it. That is, responding to RFPs where the customer needs are defined, the buying process is in place, and the budget is ... Read More >
What really drives wins and where does it come from? Over the years, we’ve seen transitions from directly pushing product superiority to drive customer business value to now intensively pushing product superiority to drive internal supplier needs. This, in turn, has contributed to the need for career safety within customer organizations, as a culture ... Read More >
“I was asked by a developer to come present on (our company} and how it compares to a product they have been using on their current and previous sites. I was able to look at both products through the eyes of the developer and really pinpoint the key differentiators that would highlight why we are ... Read More >