Can you Uberize your business?

Can you Uberize your business?

No, and you shouldn’t. Companies like Uber, Airbnb, Tesla and others are seen as ‘state of the art’ examples of companies that thrive in this digital age, disrupting one industry after another. Although we can and should learn what makes these disruptors great,...
Improving quote to close effectiveness

Improving quote to close effectiveness

Imagine you could optimize your Quote-to-Close Process; what are the measurable benefits you would expect you to achieve? Increase sales rep efficiency? Close deals faster? Reduce/eliminate risk? Shorten cycle time? Increase average deal size? Decrease competitive...
How to move from transactional to Complex Selling?

How to move from transactional to Complex Selling?

As we stated previously in our article on the death of Transactional Selling, 24% fewer B2B salespeople will be required by 2020. This means that part of the sales role is expected to disappear within the next 5 years, especially amongst Transactional B2B sales reps....

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