The sales process in the twenty first century requires a nimble and responsive organization. Sales enablement tools are increasingly being used by world class organizations to support their sales teams and to increase revenue. According to Gartner, sales enablement represents “the activities, systems, processes and information that support and promote knowledge-based sales interactions with client and prospects.” See the benefits…
We’ve all thought about wanting to clone a certain person… Right? Well, I have. There are those people who simply outperform every time and would make an all star team with their talents alone – if only there were 10 of them. Sadly, that’s just not possible. We must make do with the variety of the human race – we…
Last week, I attended a Revenue North Growth Summit session by Brooke Green, who touched on the evolving role of a salesperson and the need for salespeople to become experts and trusted advisors. I’m sure you’ve heard it time and time again, that buyers of B2B solutions are opting to talk to a salesperson much later in the buying process. They don’t want…
I was pleased to see Senator Jim Merritt (R-Indianapolis.) comment on TinderBox’s plan to add 95 jobs in Indianapolis saying, “to remain competitive in our nation’s growing technology-based industries, Indiana needs more innovative, high-wage jobs for Hoosiers, like those offered by TinderBox. I applaud this Indianapolis-based company’s efforts to invest more in the cloud computing industry, especially as this technology embraces the…
I was recently talking to a prospect about their proposal process – he told me that they spend a lot of time preparing for presentations and writing proposals, yes, but that isn’t their biggest issue. Their biggest issue is that they aren’t closing on the presentation or proposals given. They are suffering from PPS. Heard of it? Premature Presentation Syndrome….
