How B2B Buying Teams Use Social Media to Evaluate Sellers
Buying teams don’t find you on social media. They verify you there. Forrester counts 22 people in a typical B2B buying decision, and 6sense reports
Who Cares About Your Report?
Who needs to see the results of your work for a customer? We once had a great client, a national marketing company focused on customer
Can your ROI carry your brand?
What kind of return on investment can you promise to your customers? If they buy your products and services, how is that going to impact
Buyer Fear in B2B Sales: How to Identify It, Address It, and Win It
B2B buyers look for the least risky solution, not the best one. Gartner found that 74% of buying teams hit unhealthy conflict during the decision.
Is Your AI Hallucinating?
AI tools are subject to "hallucinations" between 5% and 10% of the time. Some platforms are hallucinating up to 27% or more. Sales leaders need
Should salespeople stop prospecting?
Should salespeople stop prospecting? In large account sales, salespeople need a deep understanding of a prospect before they make a call or schedule a meeting.
The Four Fears That Stop Big Company Buyers from Saying Yes
Big company buyers weigh risk before advantages. Four fears drive most of that risk. Gartner found 74% of buyer teams show unhealthy conflict during the
Seven Steps to Lead Your Big Deal (Not “Track It”)
Recently I was reviewing current whale opportunities with a client team when the CEO interrupted his group: “We keep talking about opportunities we’re “tracking.” Shouldn’t
Five Reasons Why Sales and CEOs Clash
As they grow and hire sales people, many CEOs become fearful of their sales team. They don’t know how to manage them, don’t understand how
How Not to Launch a New Brand
Kilian Jornet is the greatest athlete you’ve never heard of. He competes in niche sports that require enormous effort and endurance: ski mountaineering, sky running,
Have You Lost Your Innovation Edge?
It’s always been hard for small and midsize companies to win large account business against large competitors. Big corporations have big marketing budgets, professional capture
Whale Hunting in the Era of Sales 3.0
Whale Hunting is about landing the kinds of deals that change a company’s trajectory—big sales to big companies. And many small and midsize B2B firms
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