Archives for Tag “Presales”

5 Trends in Channel Enablement

July 12th, 2017

As the pace of digitalization accelerates, so too must channel enablement while constantly reinventing itself so that vendors and partners can keep an edge over their competitors. Every time technology has changed, the lingo and topics that enablement has focused on needed to change along with it.Back in the beginning, channel organizations only sought out trainers for a handful of topics and...

Social Selling: 3 Crucial Yet Ignored Strategies

April 19th, 2017

You know the statistics. 75% of B2B buyers turn to social media for advice on their buying decisions. They’re also five times more likely to engage in the sales process if you share a mutual connection. Therefore, after carefully crafting your personal brand on LinkedIn, identifying target audiences and specific buyer personas, and positioning yourself as an advisor and industry thought leader...

Who would push their customers into a well?

September 22nd, 2016
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There’s a saying I learned years ago: People buy on emotion and defend their purchase on logic. So why do Sales Training programs miss the point so often? In my experience there are two ways our prospects and customers can receive data and information: 1. A justification for proceeding with a purchase or 2. An emotional punch in the guts, that activates the...

How Do You “Do” Digital Sales?

January 12th, 2016
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Millions of articles and videos online inform us about how digitalization is shaking up the business world, so it’s clear that sales is going to have to change to keep pace. But what isn’t clear is how a company is supposed to “do” digital sales. Once you’ve cut through all the buzzwords, what does a digital sales process look like? Here’s a...

Why Customers Aren’t Buying Your Software

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Let’s imagine you work at a bank and you’re the head of an LOB. You’ve recently arrived at the conclusion that you need a new payment solution in order to process transactions more quickly. While you’ll need approval from the CIO before implementing anything new, you want to dig around online before proposing anything.First Step: Finding a SolutionSo you sit down at...