The migration to a subscription-based economy and recent hypergrowth of B2B SaaS solutions across marketing, sales, and service categories has spawned the evolution of a handful of new B2B roles: VP of Customer Success, VP of Renewals, and VP of … Read More
ROI
3 Ways You’re Using Your ROI Calculator Wrong
ROI calculators are nothing new to sales teams. ROI is a long-standing business metric and one at the forefront of buyers’ minds. Sales teams know that tapping into this proactively and approaching buyers with an ROI-based selling technique is an … Read More
Without Sales Enablement, You Lose
Sales is a collaborative effort. Your old tactics no longer work. It’s too easy for prospective buyers to do a google search, download content, and make a purchase without ever speaking to a sales rep. To get your reps into … Read More
You Can’t Sell Without a Strategy: Statistics for High-Performing Sales Teams
The B2B sales landscape has experienced drastic changes over the last decade; an increase in readily-available content, a migration to mobile-friendly interactions, and the elevated expectations of buyers have all contributed to new challenges for sales professionals. It’s not enough … Read More
Should Procurement Groups Enforce ROI Justification
Everyone has heard a great story about a big deal getting executed on the golf course. Personal connection and rapport have always been important to every substantial transaction. Even today, in an increasingly virtual world, buyers often request on-site visits … Read More
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