Innovative Business
When you hear the word “prospecting,” the traditional method of reaching out, one by one, to a long list of people in various roles and organizations comes to mind. And while the contact-based sales approach has been proven to produce …
No sales team is perfect. Teams are composed of human beings, after all, and human beings make mistakes. That’s how people learn: By slipping up, acknowledging the wrongdoing, and not committing the same error again.
The last part is crucial, …
So your company has decided to adopt an account-based sales approach.
This is great news for your bottom line, as this strategy will unlock improved win rates, higher revenue, and more efficient allocation of resources.
Now, how should you go …
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Some businesses are topic to ongoing particular regulation, for instance, public utilities, investment …
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Sustainable Business Strategy places you within the shoes of executives …
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The ensuing uproar led to comments within the United States Senate about public funding …
Admit it—the first time you heard the term “social selling,” you thought of social media marketing. This is one of the most common questions—and misconceptions—in the world of both marketing and sales. The truth is, there is quite a bit …
You’ve probably heard of social selling. It’s one of the most talked-about things in the world of sales–now more than ever.
In the B2C arena, it’s common practice for the past decade. When it comes to B2B, however, it’s still …
It’s interesting that as you grow and evolve in business, you see in hindsight mistakes in the way you communicated the value proposition of your product or service. And I confess that I made a giant mistake in the way …
When sales enablement, marketing or sales leadership decide to roll out a skills and competency-based training program, they often overlook a critical first step. They will typically reverse-engineer time periods where sellers are best suited for learning, such as the …
