In complex sales environments, the salesperson’s part is not limited to prospecting, qualifying and closing the sale; it involves a way wider span of skills including developing the solution, ...

The high-touch, enterprise sales process needs a lesson from design thinking: Align yourself around your customer’s journey, and develop tools and training that create a more consultative experience ...

"Design thinking," which is gaining traction in the business sector, is about allowing even the most traditional thinker to create fresh, inventive solutions to business challenges by leveraging an ...

Originally published by Jean-Marc BELLOT on LinkedIn: Common mistakes in the sales process #3 - Confusing sales process design and automation During my talks with managing directors of high-tech ...

Sales employees are a different breed from most of your company. They’re going to be more outgoing and gregarious than office staff or technicians. This is both expected and good, but brings unique ...

Design Within Reach (DWR), a retailer selling furniture online and through a contract sales force, has been using Salesforce.com to enable employees to connect and collaborate, and will soon be using ...

Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales ...