With two years gone since the beginning of the pandemic crisis, I’ve been pondering what’s changed in selling behaviors. Not techniques, tactics or strategies but behaviors – the DNA of ...
As we slowly emerge from the grip of the pandemic or the pandemics, depending on how specific you’d like to be, our selling selves yearn for big hits. There’s nothing ...
Sales managers are quite familiar with the conversations that drive organizational decisions about whether to pursue major deals or to pass on them. Sales reps advocating pursuits will say, “It’s ...
To kick off 2022, Brian Sullivan interviews Jay McBain about the key trends impacting channels in the new year and beyond. Jay is one of the most visible and respected ...
Client for Life. It’s a noble goal, of course, especially in the world of enterprise selling where winning a major account can be a game-changer for a selling organization, with ...
Major account growth. It’s a noble goal pursued by all selling organizations that play in the enterprise space. The concept of expanding your business in your current large accounts is ...
COVID. Needless to say, it’s a word that’s had significant impact on our lives for the last twenty months. The pain it has caused for those who have lost loved ...
In this post-COVID time, the sales hunger to win big deals is intense. But the irony is that in selling to large accounts, sales cycles are typically long and drawn ...
Register with an email
address.
Already have an account? Log
in here.
Register
Log in
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.