6 Motivation Tips To Help You Reach Your Sales Goal
The best sales teams understand the importance of being adaptable in this ever-changing economy. Is your team struggling to stay motivated for the long haul or having difficulty adapting right now? We know that staying motivated is more complicated than ever following...
What To Look For When Hiring Sales Consultants
We know that the topic of sales consultants gets a lot of mixed reactions from entrepreneurs. Some businesses swear by them, while others are convinced they are a waste of money. If you’ve been searching endlessly looking for sales consultants who are actually worth...
VoC & Customer Intelligence—The Key to B2B Selling Today
Over the last few years the pace to please and impress B2B prospects has become relentless. The consumerization of business, at least in B2B purchasing, is here now, and the days of pushing sales through a naïve and passive buyer are never coming back. Altus has seen...
Focus on Customer Intelligence Instead of Competitive Intelligence
You want to stay ahead in the race. They’ll outrun you, if not. Digging in, you compare pricing, scour features and service differences, set up Google alerts, rifle through job postings. The gray area of shaking down the competitor’s customers for loose receipts, and...
Your messaging lacks real life color from the field—how to know and what to do
In the olden days of tech (all of 10 years ago), messaging exercises took three to six months and cost tens, if not hundreds, of thousands of dollars. I was involved in a number of messaging projects over the years as "the voice of sales" in the room. As a lover of...
Buyers are not compelled—Guide to a solid value proposition
A B2B company’s value proposition is simply the promise to the customer, benefits they will realize should they choose to purchase.Easy, right? Well, the sales pundits say it's not. They believe less than 20% of buyers feel the sales pitches they receive are...
New Profile: Kick-off Your Sales Transformation with 8 LinkedIn Power-Ups
Given LinkedIn’s central importance to B2B sales, it may surprise you to find that your company profile, your profile, and your team’s personal profiles, are outdated and underutilized. For most of us in the B2B sales space, LinkedIn is a vital primary source for...
Go Async With Video to Level Up Your Productivity
Everyone wants to move faster, close more deals more quickly, and blow away targets. We are bombarded with new tools and tricks to accelerate our close rates every day. Let’s take a deep breath and consider more than just speed when it comes to productivity. As we...
CONTENT – An Essential Component of Brand Strategy
No brand strategy is complete, or effective, without customer-centric content. Why? Because buyers have changed and moved online. Most of you have heard that 70% of buying decisions begin with prospects researching solutions well before engaging in a sales process....