Growbots

APRIL 17, 2018

A Players are selective about vendors they work for and favor start-ups that offer large territories, lucrative commission structures, and potential equity. Especially for large transactions, this “bottom-up” sales approach is fraught with pitfalls. READ 6 Secrets to Successful Sales Prospecting.

Decision Maker 73

Decision Maker Chemicals Proposal Vendor 73

Partners in Excellence

MAY 30, 2019

Many XaaS vendors are discovering this. Where their sales approaches have been designed to be very predictable and scalable, some of their customers are changing, they may not be in the Simple domain but may be in the Complicated (or even Complex) domain. One of my clients sold basic chemicals.

Customer 81

Customer Chemicals Face-to-face Enterprise 81

PandaDoc

NOVEMBER 25, 2022

That’s why it is especially effective in software development, the chemicals industry, medtech, and other business niches. Overall, this sales approach focuses on taking charge and showing the customers something different from what they expected. Long-term efficiency. Solution selling appeared in the 1960s and is still common today.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Sales Hacker

OCTOBER 7, 2021

Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. She holds a BS in Chemical Engineering from the University of Texas at Austin and lives in Los Altos, California with her two children. What is one a-ha moment you’ve had in your sales career?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130