Sales Management

The 3 Stages of Digital Transformation

Today, digital transformation continues to accumulate a lot of attention. As digital sales transformation has moved from a nice-to-have to a need-to-have, more deals than ever are being lost to a commitment to the status quo than to competitors. Digital transformation is more than just a fancy way to describe moving digital assets to the …

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How To Make Complex CPQ Selling Simple With Visual Configurators

Bottom Line: Realizing visual configurators’ full potential starts by enabling engineering, production, and sales to become real-time collaborators in creating new products. 2D, 3D, Augmented Reality (AR), Mixed Reality (MR), and Virtual Reality (VR) visual configurators are proliferating across the Configure, Price, and Quote (CPQ) landscape today. Manufacturing marketing teams say they are the most …

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How You Can Leverage Empathy Based Sales Techniques to Schedule More Face-to-Face Meetings

What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with …

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Enabling Distributors to Sell Your Product with Delight Content

geralt / Pixabay In the world of manufacturing, one of life’s biggest questions is: What are manufacturers without distributors? Manufacturers are responsible for bringing designs to life and doing so at scale. But without distributors to push those products to a network of retailers, the manufacturer would be stocked with great products, but have no …

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Helping Your Customer Make Sense of Complexity

Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of information – often inconsistent, and frequently false or incomplete. They seek consensus when making buying decisions – but have to somehow align a growing number of stakeholders with often conflicting priorities. And they have to navigate an …

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What is a CRM Model?

Your company has a serious problem. Customers are leaving left and right, taking streams of revenue with them. You can’t figure out what’s going on — your product/service receives great reviews, your sales team is qualifying prospects every day, and people are reading the material sent by marketing. Your company might have all the right …

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