Sales engagement “platforms” were virtually unheard of before 2013, but they’re now rapidly becoming a mainstream software category. For many, however, sales engagement is still somewhat of a fringe term that leaves a lot of questions unanswered, such as: What is sales engagement? How does it differ from sales enablement? What do sales engagement platforms do? …

Value-based selling puts your customers and their needs front and center. This sales method focuses on emphasizing the value your customers will get from your product or service, thereby making price seem less important and helping to reduce the fear of change. Value-based selling is becoming an increasingly important sales tactic – Forrester predicts that …

Sales teams can sometimes be a little… shortsighted. Consider this: prospecting is the number one concern for sales professionals. On the face of things, that’s entirely understandable – after all, the more time you spend speaking to prospects, the more deals you’ll close, right? Not necessarily. The best salespeople understand that prospecting is only one …

Your sales and marketing team are on a roll with researching, prospecting, and connecting with new leads. Your company has done a great job of identifying and serving your key customer segments, and your business has started expanding as a result. What can you do to keep your revenue stream growing, and maximize your team’s …

Every sales rep has a few favorite sales techniques in their armory. Why? Using tried and tested sales techniques can take your sales game to the next level. These techniques are renowned for a reason – they’ve worked for many salespeople before you, and they could work for you, too. Remember that different prospects, leads, …