A good product demo begins with and integrates a solid sales process that places the customer front and centre. In many situations a product demo occurs prior to the "Four Knows (4K)" (Bate, S., 2017) with which sales does not hold full situational awareness nor has sales uncovered deep un...
A sales cycle is the time it takes from the first conversation with a prospect to the time you receive a purchase order.
If you could shorten your sales cycle by 30% or more, what would occur?
If you are struggling to maximize sales, perhaps it’s because buyers have changed how they buy things faster than you’ve changed how you sell things? The message in the video should be of little surprise for most. However, the surprise comes when we visit SMB that have failed to pivot in the say the...
We call the seismic shift in sales process Sales Virtualization™. Twenty years ago, the best indicator of an organization’s sales success was a talented sales force. Today, sales has been digitized.
First, marketing took over lead generation responsibilities and then the IT folks took over the market...
McKinsey recently surveyed 3600 business decision-makers and found some interesting results. You can see their infographic below, but the most interesting point is the importance of chat. As sales moves to a more omnichannel approach, self-service websites become more important. The most important a...
