Sustaining New Skills
Sustainment refers to taking your new learnings and developing them into habits. This is often a key element missing in new sales initiatives and training. We hold a training session with all of the important details that the team needs to know, but don’t put a plan in place for after the workshop to ensure […]
The Buyer’s Journey
Gone are the days when a B2B buyer learns all about your company’s capabilities from your sales team. The digital nature of our world has changed not only the way consumers buy, but also how B2B companies buy. Most consumers, like myself, make Google their first stop before making a major purchase. We do research […]
Targeted Prospecting
Sales prospecting isn’t easy. The vast majority of the time that you send emails or pick up the phone you lack essential context to fuel powerful outreach. When a B2B sales team wants to fill the sales pipeline their traditional approach involves emailing, sending InMail, and picking up the phone to dial random or scraped […]