Your rep is 50 minutes into the one-hour discovery call. They’ve done everything right. Great sequencing of questions. Good engagement from the buyer....
Ralph Grimse
Recent Posts
One of my former leaders would often say we did strategy projects masked as organizational design projects. Why would he claim that? The reality is...
What’s it like to buy from a great sales rep?
For the past decade, marketing and sales have been searching high and low to answer this question. We...
We were recently with a Chief Revenue Officer who was complaining about her reps’ bad customer conversations. She talked about her attempt to...
We find some interesting contrasts as we work in different industry sales models. In traditional product firms, sales teams are striving to be more...
“If you’ve seen one sales enablement team, you’ve seen one sales enablement team.”
Despite the growth, we’re still very early in the maturity of sales...
Product training has gotten a bad rap lately. In a lot of companies, it’s the only sales training that’s offered. Many in sales enablement see product...
Modern buying has fundamentally shifted all aspects of sales. Reps need a new mindset, skillset, and toolset to compete today.
Yes, the core skills are...
The end of the first quarter is only days away. It’s the first critical milestone of the year and will establish the momentum for the next quarter....
One of my clients was recently in the market for a new software platform. Like most buyers, this executive did extensive online research and pretty...
