In B2B businesses, the sales cycle is often the most talked-about subject and why not, longer sales cycles lead to slower company growth and can hurt the company’s cash flow. Especially in the case of large dollar value deals, the sales cycle can be very long. There is an insane…

STRUCTURE: In soccer, team formation on the field is almost as important as the actual talent of the players. Deciding on the right formation is the most strategic decision a coach can make. In sales, how you structure your team is as important to success as it is in soccer…

Modern sales function have become more complex over the last decade or so and has seen birth & evolution of new sub-functions like customer success management,sales enablement, etc. …

Building a highly effective sales function which supersedes revenue goals M-o-M & Q-o-Q requires a proper communication within and outside the sales team. In B2B,Sales involves different stages and processes and it is often divided into different sub-function for driving higher deal volumes and shorter sales cycles. Pre-Sales,as the name…

Sales can be extremely stressful and mind numbing at times.Interacting with multiple people with different mindset and convincing them to buy into your ideology is far from easy. According to a study by a US News,sales is among the most stressful jobs one can have and Thrive Global found 67%…

Account based Marketing has grown a lot in demand in the last decade or so.The ever so competitive landscape has resulted in multiple organizations offering similar products & services differing only in their pricing. With similar products and prowess,effective marketing becomes extremely crucial. Before going any further,lets get to the…

Sales enablement has become a buzzword among the echelons of big and small enterprises alike lately. According to the Fifth Annual Sales Enablement Study by CSO insights in 2019, 61.3% of organizations reported having a dedicated sales enablement function. …

COVID-19 has quite literally stalled economies around the world and has crushed businesses left,right and center. Needless to say,millions have been laid off from their jobs or have been asked to leave with a severance in hand. Companies;small or large, are hungry for sales.B2B …

MEDDICC is a sales method used by new age high-tech, B2B, enterprise sales teams who work large, often lengthy sales cycles. To validate how real our deals are, we can ask ourselves 7 questions mentioned below with the end-goal of improving forecasting accuracy, salesperson efficiency, and close rates. Using MEDDIC…