E-books E-book: High-Velocity Selling Most sales processes and sales training programs aren’t optimized for fast-moving, high-volume B2B sales, when you need to close a deal in just one or two calls. Get the skills you need to motivate your buyers to act quickly while fully articulating your value.
E-books E-book: Winning the Four Value Conversations Buyers now want you to sift through all the info that’s out there, then deliver insight into what they’re missing that will improve performance. Get this e-book and discover the messages and skills your sellers need to win at every stage of the Customer Deciding Journey.
E-books E-book: Marketing for Buying Decisions Buyers aren’t just talking to Sales to make decisions—they’re using digital content to learn and shop at their own pace. Marketers are also more involved in keeping and growing business with existing customers. Learn how you can adapt using four science-backed skills.
E-books E-book: How to Make Virtual Sales Calls Engaging and Memorable When your sales deck is the most visible part of your buyer’s experience, you can’t rely on the same in-person techniques to deliver a winning presentation. Get science-backed virtual selling skills to build and deliver a winning virtual sales presentation.
E-books E-book: Win the Moment with Situational Sales Enablement You can’t plan for competitive moves, market changes, or global events, but they happen all the time. Discover a faster, more flexible approach to training and enablement—one that doesn’t depend on a long-term, “just-in-case” plan.
E-books Interactive E-book: The Expansion Sale If you’re interested in The Expansion Sale but haven’t yet bought your copy of the book, check out our newly released interactive e-book. You’ll get specific, practical, and actionable approaches to create and deliver your message for maximum impact in your customer conversations.
E-books E-book: The Four Imperatives for Sales Enablement in 2020 and Beyond For years, Sales Enablement has dutifully served as a sidekick to in-person, acquisition-focused sales conversations. But that needs to change. Today’s buyers do most of their research without engaging with Sales. When buyers do talk to your reps, those conversations happen remotely 75 percent of the time. And the bulk of company revenue now comes from existing customers. In this…
E-books Perspective: Making Sense of Sense-Making Gartner Sales research shows that buyers are suffering a crisis of confidence, causing deals to stall or shrink. That crisis in confidence is driven by something surprising: Buyers are feeling overwhelmed with high-quality information from vendors. Check out “Making Sense of Sense-Making” by Erik Peterson, CEO of Corporate Visions, and learn how you can: Give customers contextual messaging that is…
E-books E-book: The Marketer’s Guide to Customer Expansion Instead of tailoring messages for different moments in the customer lifecycle, companies often re-use the same messaging and content, regardless of the customer relationship. The problem is, those tactics can hurt your chances of keeping and growing your existing customers—and there’s research to prove it.