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Articles Customer Success: The Unsung Hero in Your Commercial Conversations Your customer success managers' proximity to the customer gives them the unique ability to identify strategic needs and opportunities before anyone else in the business. March 15, 2022 | Abby Kerr
Articles Create Urgency and Action in High Velocity Sales Using Decision Science High-velocity sales conversations require a distinct set of persuasive selling techniques that facilitate faster, more favorable buying decisions. Here are four scientifically tested tips to disrupt your prospect’s Status Quo Bias and predispose them to choose your solution. February 15, 2022 | Tim Riesterer
What is Status Quo Bias in Sales and Marketing? 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… October 26, 2021 | Anton Rius
2022 Sales Kickoff 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. October 21, 2021 | Eric Nitschke
create a unique value proposition 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? June 3, 2021 | Anton Rius
10 research-backed sales techniques 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. April 1, 2021 | Tim Riesterer
how to document and measure results for customer success 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. March 9, 2021 | Nicci Nesmith Hammerel
digital content research 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? February 26, 2021 | Leslie Talbot
four changes transforming b2b sales enablement 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. December 29, 2020 | Tim Riesterer

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Buyer Psychology
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