Partners in Excellence

MAY 30, 2019

Many XaaS vendors are discovering this. One of my clients sold basic chemicals. Having said this, we have to be cautious as we look at our strategies. For example, sometimes these problems, or customers having these issues may be in the Complicated Segment. We choose to engage different buyers within our customer.

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. It helps avoid the “RFP trap” ( replying to an RFP only to have the contract awarded to another, more favored vendor), and allows to present both the salesperson and their company as insightful experts in their field.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Hubspot Sales

MARCH 25, 2019

Up until this point, 93% of PFX's revenue had come from one single large vendor — and Baker recognized the need to diversify its portfolio. Having one vendor had never struck me as a threat. Every vendor wants your sales guys to pull out their sales sheet first or show their bag of food first," Baker says. Source: PFX.

Incentives 89

Incentives Incentive Motivation Company 89

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. I’d also like to point out if budget is in place there’s a good chance another vendor has already set the requirements with a bias toward their offering.

Decision Maker 73

Decision Maker Chemicals Proposal Vendor 73

SBI Growth

NOVEMBER 27, 2013

Here’s a bit of his story: Max was notified by an existing vendor that a printable adhesive he uses was being discontinued. The vendor was apologetic, yet unable to help source an adequate replacement. As a next step, he began contacting major US chemical companies for assistance. It needed to be replaced. Continued below).

Chemicals 312

Chemicals Ideal Customer Profile Vendor B2C 312

Customer Centric Selling

DECEMBER 16, 2013

Here''s a bit of his story: Max was notified by an existing vendor that a printable adhesive he uses was being discontinued. The vendor was apologetic, yet unable to help source an adequate replacement. As a next step, he began contacting major US chemical companies for assistance. It needed to be replaced. Continued below).

Training 51

Training Chemicals Ideal Customer Profile Vendor 51

Sales Hacker

OCTOBER 7, 2021

She holds a BS in Chemical Engineering from the University of Texas at Austin and lives in Los Altos, California with her two children. Marlen has over 2 decades in the software industry and prior to SUSE worked at vendors like Red Hat, Docker and EnterpriseDB. She is a globally recognized, award-winning revenue enablement executive.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130