3 min read
Ever Have a Runaway Demo? Your salesperson, Emma, has a “hot lead.” Kristian, the prospect and a company executive, wants to make a decision quickly and needs a demo “right away.” Emma presses Kristian to provide time to perform a formal discovery...
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2 min read
We believe there’s a goldmine in your current customer base when Client Services Teams have a solid strategy to manage your relationships.
2 min read
It’s Q4, and the smaller deals in your pipeline aren’t going to make your year. But you have a solid chance to make club on the beautiful beaches of...
3 min read
We all know the importance of Discovery, there is an entire chapter in “Demonstrating to Win!” dedicated to the subject. In Bob Riefstahl’s and Dan...
3 min read
Imagine you’ve just sat down at your desk and you’re preparing for the day. You have a minute or two to get a coffee from the drip coffee maker in...
3 min read
In our most recent blog, we discussed the importance of utilizing a variety of available mediums to achieve maximum client satisfaction. Over the...
2 min read
Today’s B2B buying and selling game is unwilling to slow down to accommodate the “crawl” that is necessary to accomplish a bottom up/directed...
1 min read
Recently I was shopping for a contemporary, accent chair online and it was overwhelming. There were hundreds of styles and choices. I thought I had...
