Traducido por Maria Abad Todos sabemos que el entorno de ventas B2B ha cambiado. Con la llegada de la nube, cada vez más negocios se ofrecen como un servicio, las compras en los negocios se quieren asimilar más a las compras que ya hacemos como particulares en el B2C y...
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A change has occurred, and companies must adapt their go to market to this new reality to achieve continued, sustained growth. Various economic and environmental factors (including increased competition, more pressure to reach profitability earlier in the company journey, and notably the recent coronavirus outbreak) are having a significant impact...
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The customer relationship has been fundamentally changed. Customer Success is classically about helping your customers achieve the impact that your solution delivers to help them and their organization. This often means onboarding your customers as quickly and effectively as possible to achieve first value in a reasonable time frame ---...
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A message from Dominique Levin and Jacco van der Kooij: Honestly, we struggle to find the words to convey our feelings. Today the concerns for the well being of loved ones are vivid and real. We are not doctors or care providers. We are revenue experts, so we offer our...
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Nearly all sales methodologies, apart from Product Led Growth (Ref. 9.), were designed for a perpetual one-off sale. MEDDIC (Ref. 8.) is no exception. It has long been one of the most effective sales methodologies used in enterprise sales. However, as it turns out, its strength is also the chink...
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Every part of a SaaS sales organization and its sales approach should be structured properly in order to effectively capture growth. The ability of an organization to achieve a higher growth rate largely depends on its ability to accelerate at optimal times during three key stages of the company. Traditional...
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