• Build a Better Customer Experience with a Shared Framework, Language and Toolset

    Build a Better Customer Experience with a Shared Framework, Language and Toolset

    What do revenue operations, buyer-centric selling and value-based selling have in common? At their core, they are concerned with one principle: aligning the revenue engine to the way buyers want to buy. And while most organizations understand the concepts and their theoretical impact on customer experience (CX), there remains a significant gap between theory and […]

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5 Ways to Negotiate a Win-Win

Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training.We learned how to focus on the other individual, generate a feeling of safety, use their language to increase ra...

4 Ways to Jump-Start Renewal Sales

Over the past two years, the sales profession has seen more than a few headlines that turn heads:“43% of B2B customers prefer a rep-free experience.” (Gartner)“86% of reps said they’ve either lost or had a deal delaye...