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Software is taking over the world, and Product-Led Growth is taking over the software for businesses. PQLs, which stand for Product Qualified Leads, are becoming more and more common. This is because product-driven growth is becoming more and more common.…
Any great team in any field has one thing in common: outstanding leadership. Consider a rowing squad. The coxswain models at the stern of the boat to guide and direct the rowers’ rhythm. Even the world’s most influential athletes would…
Track and rate how people use your product You can’t qualify an account based on how much a product is used if you don’t track how much a product is used. In other phrases, if you aren’t keeping track…
Does someone who gets a call from one of your salespeople feel bombarded with sales pitches or that they are being helped? If you use the SPIN selling strategy, these feelings are more likely to result in a sale (see…
Salespeople know that great discovery is the foundation of any deal, and SPIN selling is the best way to do this. If a salesperson truly knows a buyer’s problem, they can win big, consultative sales. Neil Rackham first came up…
We think that B2B e-commerce sales will be worth $1.8 trillion in the next few years. By 2024, B2C e-commerce sales are expected to reach $600 billion. That’s three times as much as that. In 2012, I sold law services…
Everyone seems to have a different idea of what sales enablement is. So it’s only realistic that the role of sales enablement manager is also ambiguous. Sales enablement professionals’ abilities, experiences, and even remuneration vary widely across companies. Some manage…
What Is The GDPR (General Data Protection Regulation)? GDPR (General Data Protection Regulation) is a well-known concept (the GDPR). Even if your organization is based outside the EU, you may not fully comprehend its ramifications. As the EU’s new…
The sales training I’ve been going to has been going on for more than ten years now. He sometimes shows movie clips or tells stories about people who are “doing it wrong” in sales. He tells one of the stories…
