According to our 2018-2019 Sales Performance Study, lead generation is both a top sales objective and a top sales challenge. Sales and marketing likely each have their own perspective on why it’s a challenge and how to go about addressing it, but here’s where sales...

We move on with our series on value messaging. First, we discussed what value messaging’s role is in a strategic sales enablement approach and why your enablement services have to be aligned on a messaging level. Last week, we discussed organizations’ current approach to value...

Let’s continue our sailing trip on the high seas with the customer’s implementation and adoption phase and the related value dynamics.From change dynamics to decision dynamics to value dynamicsA few weeks ago, we discussed the dynamics of the customer’s journey, especially the change dynamics in...

Buyers decide how to approach a problem or a challenge. Buyers decide when and how to engage with salespeople, depending on the complexity and the specific risks of their different buying situations. And they also determine what value means in their business context (and for...