Partners in Excellence

DECEMBER 7, 2022

We have suspected, for years, that B2B buyers make purchase decisions based on how they feel, rationalizing the decision with data supporting those decisions. Scott Gillum, has just published a fascinating piece of research that goes deeper, asking, “What creates these feelings/emotions, how do we address that?”

B2B 62

B2B Buyer Research Data 62

LeveragePoint

MARCH 23, 2018

Equipped with extensive online information, risk averse B2B buyers can be elusive. With competing priorities, buyers erect walls, making it difficult for sales to engage and overcome buyer inertia. Sales teams are the natural response to more people participating in the B2B buying decision – 6.8

Sales Cycle 20

Sales Cycle Case Study Customer Analysis 20

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Nutshell

AUGUST 13, 2018

We asked 11 sales professionals, entrepreneurs, and business executives about their mentors and the greatest lessons they learned from them. We asked 11 sales professionals, entrepreneurs, and business executives about their mentors and the greatest lessons they learned from them. Here’s what I learned from him: Practice.

Chemicals 85

Chemicals Hiring Follow-up Face-to-face 85