Blog 2017-08-10T11:02:45+00:00
So, you’re thinking about a new sales tool for your organization. The benefits of a new sales tool can be great and just buying one is simple enough, but the real challenge is in its implementation. For a sales tool to be useful and effective, you want to get everyone on board and start usingContinue Reading
Business-to-business sales is a vast, everchanging field of opportunities and perils. If you don’t keep moving and react to changes in the field, you can quickly get stuck in the mud. Here are some common sales shortcomings we’ve come across, with tips for avoiding them. 1. Not listening to the customer Some salespeople are stillContinue Reading
It goes without saying that a salesperson’s job isn’t the easiest task in the world. After all, their ultimate goal is to generate revenue. Often that means reaching goals which at first can seem daunting or even almost impossible. For a salesperson to push through sales cycle after another, while staying engaged and motivated, theyContinue Reading
The productivity and efficiency of salespeople often ranks as a number one concern and improvement area within companies. Sales Enablement has come around to not only increase the productivity of salespeople, but also to improve the quality of their work. At the heart of Sales Enablement is content, so what makes marketing content Sales EnablementContinue Reading
The rumors of the salesperson’s death have been greatly exaggerated. Companies invest in supporting sales more than ever before and one of the biggest trends to emerge from the two-decade long CRM boom is Sales Enablement. With all the hype surrounding it and all its varied definitions, Sales Enablement has been transforming sales for yearsContinue Reading
  What is Emotional Value? Emotional Value, when referring to sales meetings and relationships, is all about how the client feels about the salesperson and their product or company. It’s all about being trustworthy, charismatic and interesting. Even in this time of impersonal electronic communication and big data, your client’s personal feelings about you areContinue Reading
I’ll state what should by now be the obvious: the key to selling value is realizing that your client is not interested in your product, but in the benefit it offers them.  Out of the companies we meet, many still reluctantly admit to practicing classic quantity-over-quality sales. Salespeople simply try to meet as many potential customers asContinue Reading
“Sales enablement is the delivery of the right information, to the right person, at the right time, in the right place necessary to move a specific sales opportunity forward.” – IDC Over the last few years we’ve met hundreds of marketing and sales execs at large companies. Most of them have reluctantly admited that theirContinue Reading
Along with a couple of friends, i ran a recurring pop-up restaurant as a hobby for a couple of years. It was a part of an international food festival called Restaurant Day that started in Helsinki. The idea of the festival is that four times a year anyone can start a restaurant anywhere they want for a day. WeContinue Reading
If you’re not familiar with the “draping” meme, it’s when a person replicates Don Draper’s iconic pose from the Mad Men title sequence. A photo session at the office lead into everyone donning Draper’s pose, which in turn lead into our graphic designer turning those shots into silhouettes, following the visual style of the originalContinue Reading