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buyfactors.com

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BUYFACTORS™ | Blog

http://www.buyfactors.com/blog

The importance of sales content in B2B sales. The importance of sales content in B2B sales. February 24th, 2016. Buyers can only make decisions based on the information what they have and the only way to help them make the decision (or influence their decision) is through relevant information and sales content. So, in […]. Sales Enablement – the future of B2B sales and marketing. Sales Enablement – the future of B2B sales and marketing. February 17th, 2016. December 1st, 2015. October 22nd, 2015. Couple ...

2

Pekka Sipola, Author at BuyFactors

http://www.buyfactors.com/author/pekka

This author has not yet filled in any details. So far Pekka Sipola has created 5 blog entries. The importance of sales content in B2B sales. The importance of sales content in B2B sales. February 24th, 2016. Sales Enablement – the future of B2B sales and marketing. Sales Enablement – the future of B2B sales and marketing. There are multiple different definitions for sales enablement, but this is how I would define it Sales enablement is a […]. February 17th, 2016. There is a lot of talk around this new b...

3

The Big Lie - BuyFactors

http://www.buyfactors.com/predictive-framework

It’s easy to find a book or seminar that promises to catapult sales through the roof. At every turn we hear about a new methodology or technology that will transform lackluster sales numbers into stratospheric success stories. But, just like the latest fad diet, after a few weeks or months things are back as they were. People end up doing the same things they did before and nothing much changes in the long term. Those of us that have been in sales for any amount of time know the “. Back in the day, when ...

4

Follow the customer… - BuyFactors

http://www.buyfactors.com/follow-the-customer

While B2B organizations have embraced the idea of customer-centricity, many have yet to adapt to the reality of customer behavior. Most organizations still employ outdated sales process that focus on sales activities and not on the customer behavior, which creates misalignment between the seller and the buyer and does little to influence the purchase decision or provide help to the sales people working the deal. Here’s an interesting quote from McKinsey and Company regarding CDJ:. We’ve seen compan...

5

Job Title With the Word Sales In It? No Thank You... - BuyFactors

http://www.buyfactors.com/sales-title-no-thank-you

Job Title With the Word Sales In It? No Thank You…. No one wants the word “sales” in their job title anymore…. That is, unless maybe you’re the VP of Sales. Then it might not be an issue, because VP means you’re probably not trying to personally sell anything to anyone. You have a team underneath you and you’re above all that. People to whom you give your card, or hear you speak at a conference, won’t be concerned that you’re going to corner them and twist the screws. So yeah, VP of Sales is OK for.

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