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B2B Buying Behavior – Is It Shifting to B2C?
Consumerization of how people are buying software is the overarching theme of this podcast about Sales Development with David Dulany, Founder & CEO of Tenbound and Greg Reffner, Founder & CEO of ABSTRAKT. “It kind of dawned on me that the key to successful sales development, in general, is strong project management so you can apply…
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The Oprah of Sales Leadership
Companies reach out and say we want to attract and hire more women in sales and I always ask them what plans or what measures do you have in place to retain them. The ones that you have and the ones that you’d like to bring in and 9 times out of 10 there’s no…
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Using Data to Build a Formula for Winning
The question becomes, we know buyers are engaging in different ways to fact-find, yet reps are not being trained in how to use that information. Why not? Sales coaching needs to incorporate an understanding of how prospects look for information in order to use that as part of the sales cycle.
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Incremental Improvement, Also Known as “How to Suck Less”
One of the things that we’re going to talk about even more hopefully is making it measurable. How do you know if you’re actually sucking less?” “… We’re going to focus on incrementally 1% performance, improving something you do every day till it becomes a noticeable muscle memory”
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What is Conversation Intelligence
Let us first begin by quickly agreeing on what Conversation Intelligence is not, does that sound fair? Conversation Intelligence does not define a software category, nor does it describe a particular feature within a software product. Conversation Intelligence is not an outcome or report driven by something that happened in the past either.