Partners in Excellence

JANUARY 6, 2021

As a result, it’s human nature to address complexity by reveling in the complex. Sometimes, we lose site of how we revel in complexity. ” I remember when I sold mainframe computers and very complex enterprise software, I looked down my nose at minicomputers, PCs, and simple “packaged software.”

Revelation 134

Revelation Face-to-face Enterprise Enterprise 134

Partners in Excellence

NOVEMBER 5, 2021

We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. Too many organizations seem so focused on their own efficiency, mechanizing our process, and transactionalizing our engagement strategies. We are creating massive sales assembly lines optimizing the order taking process.

Revelation 115

Revelation Margin Discount Retention 115

Partners in Excellence

JANUARY 16, 2020

Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people. We have seen it in mobile devices, PCs, financial services, every segment of software, design tools, analytics, consumer products, food/food service, social platforms, and on and on and on.

Lead Rank 83

Lead Rank Revelation Segment Case Study 83

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. To succeed, you need to trust the data and step into predictive sales. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc.

Ideal Customer Profile 76

Ideal Customer Profile Top of Funnel Customer Lead Rank 76

Cincom Smart Selling

MAY 24, 2018

Configure Price and Quotation (CPQ) software is front and center in the digitalization of the selling and buying processes. It is amazing that so many myths and stereotypes about selling and about sales people still resonate with so many folks. It’s not just for reveling ross and upselling opportunities. Here’s an example.

Revelation 48

Revelation Engineering Collateral Demographics 48

Hubspot Sales

OCTOBER 18, 2017

Part of sales is positioning yourself for a good outcome, whether you’re trading Pokémon cards on the playground or selling an analytics platform to digital marketers that lets them gain insight into campaign performance. To position ourselves for a good outcome, I chose to lead the sales team. 1) Improving Sales Conversations.

Lead Rank 98

Lead Rank Lead Scoring Leads Marketing Qualified Lead 98

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81