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Transform Your Business with These 3 Proven Direct Sales Tactics

Direct sales have been a staple of business. They offer your business a strategy to sell products—as it sounds—directly to customers without intermediaries. Your success is linked to the direct sales tactics you put in place in your business. In this article, I will cover three proven direct sales tactics to transform your business.  

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The Top 5 Mistakes of Enterprise Sales (and How to Avoid Them)

Nobody ever said enterprise sales was easy. Enterprise tech sales is one of the toughest types of sales jobs, no matter whether you are engaging in enterprise software sales, hardware sales, or cloud services. Another industry term for enterprise sales is complex selling because there are so many variables.

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6 Ways to Improve Your Closing Rate for Enterprise Sales

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One universal truth of enterprise sales is that deals take time to close. Enterprise applications tend to be business-critical, with a lot riding on the success of the deployment. As a result, there are lots of stakeholders, each with unique criteria and success factors. There also tend to be extensive discussions about compatibility, integration, customization, and value, making sure the solution will more than pay for itself.

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How to Get the Most from Hiring an AdTech Representative

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We live in an age of specialization, and that applies to technology sales as well. There was a time not long ago when an enterprise sales rep was responsible for the end-to-end sales process. They would have to develop leads through cold calling, handle lead qualification, and nurture leads until they could close the deal. Those days are gone.

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How to Optimize Your Enterprise Sales Strategy for the Future

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There is a lot about enterprise sales that has changed, especially since the pandemic. Buyers have come to prefer the digital sales process, and more B2B sales are being handled remotely. According to McKinsey, between 70 percent1 and 80 percent of B2B decision makers prefer self-service or remote sales transactions. 

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Authenticity & Vulnerability – The Dating World of Sales

This past year, we have all been rubbed a little raw. Expectations have been changed and what’s “normal” continues to change. Who knows what else tomorrow will bring? As salespeople, we have needed to adapt to a new level of being personable, understanding, and authentic. For many of us, it will take us back to our dating days. 

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Customer Success Simplified - From Experience

When I first got started in Customer Success (CS), I was over a large US-based organization where we had roughly 60 Fortune 500 companies as customers. These customers represented a large recurring revenue stream for our organization, and it was imperative that we retained more than 95% of our revenue (ARR) and it was more important that we retained logos.   

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Funding Growth and Scale for SMBs

Everything in the business is working perfectly. Production is streamlined. There are processes in place that position the company for growth. The website is optimized. Marketing is bringing in leads on a regular basis. In fact, it’s bringing in more leads than the business can reasonably handle with its current staff. It’s time to scale, but that requires more funds than the business owner currently has available.

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How to Improve Customer Loyalty in Subscription-Based Businesses - by Gravy.io

There’s no doubt that consumer behaviors and consumption patterns have changed significantly over the past decade. Instead of wandering the mall, today’s teens, Gen Z, and even older generations rely on social media and mobile apps to shop for the latest trends. Subscription-based e-commerce businesses are a major piece of this consumption revolution. Since 2011, subscription-based businesses have grown at a phenomenal rate of 200% annually. It’s safe to say that subscription-based companies are popular among consumers, and for good reason. Who doesn’t love signing up once for a service and then getting the cool gear you signed up to get on a monthly or weekly basis?

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Challenging Pareto through Customer Success

HubSpot Video

Most individuals have come to know and understand the Pareto principle of 80/20, conceptualized by Vilfredo Federico Damaso Pareto, born in 1848.  Rumor has it that one day Pareto noticed that 20% of his pea plants in his garden generated 80% of the healthy pods.  Upon further research and understanding into different industries, he came up with the well-known and generalized result of 80% of the results will come from 20% of the actions. Over the years we have come to accept this principle in many aspects of business life. For example, it is often assumed that 80% of revenue comes from 20% of customers or 20% of a company’s products represent 80% of the sales, and so on. 

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