Evolving Sales for Value Co-Creation

It’s another Monday morning meeting with your customer.   This time, you sharpen your pitch. You put all the use-cases and customer success stories on the table.   Your customer doesn’t even flinch.   Because you’ve done business together in the past, she kindly tells you that your product is a commodity and she’ll only sign up if […]

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Designing your Sales Culture for the age of the Customer

Across B2B sales organizations, it is no longer uncommon to see dismal statistics around the performance and productivity of the sales force. Many organizations are seeing their sales and margins erode as multiple forces drastically impact customer expectations, inflicting a major paradigm change on how companies go-to-market.In the age of the customer, their needs are […]

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