Articles What Is Status Quo Bias in Sales and Marketing? What Is Status Quo Bias? Status Quo Bias is defined as a person’s innate preference for not doing something different from what they’re doing today. Over the years, a number of psychological studies have shown that when faced with a decision, the majority of people tend to stick with their status quo. And most of the time, you aren’t even…
Articles Make Your 2022 Kickoff the G.O.A.T. (Greatest of All Time) Regardless of the physical or virtual setting for your 2022 sales kickoff, this is your chance to make a huge impact on how your commercial teams market, sell, and engage with your customers in 2022 and beyond.
Articles How to Create a Unique Value Proposition in a Crowded Market In well-defined categories, many companies can solve the same problems with similar capabilities and pricing. So what does it take to create a truly unique value proposition?
Articles 10 Surprisingly Effective Sales Techniques, Backed by Research These 20 selling tips and techniques are proven to help you in all areas of your sales strategy, including prospecting, communicating value, creating urgency, closing the sale, and expanding with existing customers.
Articles How to Measure Results that Decision Makers Care About Your customer stakeholders invested in your solution because they believed you would make a meaningful contribution toward their strategic business goals. Their decision to continue or increase that investment hinges on your ability to document results toward those goals.
Articles Make it Easy for Buyers to Choose Your Solution More than ever, your prospects and customers rely on digital content to learn, form opinions, and decide whether your solution will help them meet their business goals. But if the goal is to create content that persuades buyers to choose your solution, why doesn’t most content drive decisions the way it should?
Articles The Four Forever Changes Transforming B2B Sales Enablement You can choose to jump on these changes and charge toward the new reality of selling. Or, you can hold back and be told to address these issues to catch up with your competition. Whatever choice you make, this article presents a glimpse into your future.
Articles Six Themes to Make Your 2022 Sales Kickoff the Best Yet If the past couple of years have taught us anything, it's that sales organizations need to remain flexible and responsive if they hope to stay ahead. Sales kickoffs about generic training and product certification sessions aren't going to help your salespeople get better results in 2022.
Articles How to Tell Remarkable Marketing Stories That Drive Action Everyone recognizes the value of storytelling in business. But most marketing stories don’t move the audience to make buying decisions. Here are three science-backed ways to make your marketing stories more engaging, memorable, and persuasive.