Lesson learned: Your Champion might be "shy." The most engaged person isn't always your true ally. Look deeper!

You chose a CRM that promised to streamline your business operations and boost customer satisfaction, yet it seems more trouble than it's...

How NLP & AI; Data Integration and Predictive Analytics save the day

Let's dive into the transformative impact of predictive analytics on sales intelligence

Mastering Pipeline Predictability

Efficiently qualifying leads and opportunities is crucial for sales success. Enter conversational qualification intelligence - an...

Unlock sales success by leveraging champions in MEDDICC! Discover how they influence decisions and drive B2B deals forward.

In the competitive landscape of enterprise sales, a Business Value Assessment (BVA) is an essential tool that helps sales teams...

Boost sales with MEDDICC: a framework for better lead qualification, higher close rates, and improved forecasting.

Spotlight.ai revolutionizes sales with intelligent automation and real-time guidance, much like advanced avionics guiding modern pilots

Discover how smart packaging transforms customer perception and drives value. Enhance your sales strategy with impactful presentation!

"The job of the seller is selling value, not features."

"Why buy? Why now? Why us?

You can never sell any new capabilities to any corporation unless someone inside is personally excited about your offering. But...

There are typically multiple individuals or groups that are involved in every corporate buying decision. The list may include people from...

There is no opportunity unless the seller uncovers a critical need or a pain and identifies and builds a champion that is committed to...

Having the right sales process for each different sales motion is critical. A sales organization that will try to impose an enterprise...

Understanding the competitive landscape is critical for many reasons: The seller must be prepared for the specific competition in the...

Engineers are taught to look for the weaknesses and breakpoints in their work. Sellers tend to be optimistic and focus on good potential...

Most of the discussions between the stakeholders as well as the actual buying committee decision happen without the presence of the...