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The Buyer’s Dilemma in a Complex Environment
You are responsible for an IT organization and your main goal is to outsource your own function as part of a corporate EBIT optimization program, which means processing many different tasks and...
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“The Expert”– Why Understanding Your Customer Is Key To Provide Perspective
If you have seven minutes to spare, I encourage you to watch “The Expert.” It’s absolutely worth your time. A customer and her design specialist have a meeting with a service provider, represented by a...
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Why Being A B2B Buyer Is Different – Consumerization Is A Poor Comparison
When buying a personal laptop, you know what you want, your budget, and your brand preferences. Then you make your online research to come up with a short list. Your best options get compared and you...
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The Inability To Communicate Value Messages – Biggest Inhibitor To Sales...
At the MHI Research Institute, we have asked this question in each of the past three years: What are the biggest inhibitors to sales success? Our 2014 data delivers a consistent message: The “inability...
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Rethinking Renewals
A big deal is in the funnel; a must win, a secure deal – it’s a renewal. This one will make the quarter a great success. We all know this situation and the feeling when such a “must win deal” is lost....
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How Sales Professionals Create Value for Customers
In complex B2B sales, why do buyers buy? Not because a salesperson could present all the required functions and features. That was already available online and didn’t create additional value. No,...
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Enablement Mechanisms: From “Push versus Pull” To “Be Inspired!”
Providing all the content that was available to the sales force and let them search – that’s where sales enablement has its early roots. Stand-alone knowledge management and enablement platforms were...
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How To Enable Salespeople To Navigate B2B Buying Dynamics
Sailing requires a lot of capabilities. As a sailor you learn various mechanical principles – how the equipment works, and based on that, what to do on the sailboat. You have to become an experienced...
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Buying Iterations And What It Means For Sales Force Enablement
Do you remember the last time you made a significant buying decision as a consumer, such as a decision to buy furniture or a car? How structured and organized was this decision-making process? Or was...
View ArticleCustomer Engagement: Bridging the Gap between Buyer Preferences and Seller...
Modern buyers are changing faster and to a greater degree than sales organizations. Buyers are also consumers, and their experiences as consumers influence their B2B buying behavior. They’ve rapidly...
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