Research

The Stakeholder Meeting is one of the most critical steps in a provocative selling process. It’s important to understand that a stakeholder meeting is not a sales meeting. The purpose ...
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Moving upmarket to sell to larger companies is a typical stage in a company’s growth journey. But what’s the best way to make that transition easier and faster? After advising ...
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Enterprise go-to-market teams are challenged now more than ever to engage executives to build pipeline and grow existing customers. At the same time, executives are more overwhelmed than ever with ...
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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 ...
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It is becoming quite common across industries, especially in SaaS, to host bi-annual sales Kickoffs (SKOs). If you browse through the photos on LinkedIn in late January and again in ...
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Every organization should determine the right compensation plan for each individual sales role upfront using a proven target-setting model and a multitude of other factors. Companies should consider how to ...
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