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Can Your Sales Reps Communicate Value to Business Executives?

According to a number of research reports, the number one reason deals do not close is a sales rep’s inability to present value effectively. As Geoffrey Moore pointed out years ago in his book, “Crossing the Chasm”, Early Adopters and Innovators are enamored with...

What is the Right Sales Methodology?

We are often asked: “What is the best methodology for our company?” This is the wrong question. Any methodology, when consistently applied, can yield significant Sales Productivity benefits. The better question is:”How do we make our Sales Process useful to the reps...

Debunking three myths about software as a service (SaaS)

By Marc Dietz, director of IBM SaaS strategy & marketing Software-as-a-Service (SaaS) is not a new delivery model. The SaaS market has enjoyed rapid growth over the past few years and shows no signs of slowing. In fact the SaaS market is estimated to grow at a...

What Is Sales Enablement, Anyway?

This very good article by Jason Jordan on the range of elements that are included in the term :Sales Enablement”. Among the sometimes-vague sales terms that get tossed around, sales enablement may be one of the worst offenders. Sometimes, it’s a code word for a sales...