Pointclear
DECEMBER 27, 2016
In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.
Pointclear
JUNE 2, 2016
In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Pointclear
MAY 23, 2018
In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.
Customer Centric Selling
MAY 14, 2018
During a workshop I taught, a CEO had an epiphany he shared with his team: Most of his salespeople had an annoying habit of losing slowly. In many cases, sellers fail (or are afraid) to see signs that all is NOT well: Buyers already had budget in place, often provided by “Column A” vendors. Sellers couldn’t gain access to Key Players.
The ROI Guy
JANUARY 25, 2017
Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value.
Customer Centric Selling
JUNE 24, 2015
IBM taught me about hardware and software and I mistakenly thought my job was to educate buyers. Some scotch was involved and ultimately the epiphany came. I realized the first step in selling was getting buyers to realize their manual processes were labor intensive, but more importantly were holding the business back.
Chili Piper
AUGUST 27, 2018
I was looking for some serendipitous, universe-conspiring epiphany that made all the other schools look dwarf in their karate “skillness” in comparison to the one he chose. The very first interaction is forgettable, not prepared for the buyer, and not empowering the buyer. At Chili Piper, we call this Buyer Enablement.
Expert insights. Personalized for you.
157 
Let's personalize your content