B2B Selling process is the subject of countless books, yet basic qualification of opportunities is still problematic. As a result, precious marketing, technical and sales resources are wasted on weeks and months-long evaluations for prospects who will never buy. What if your sales team was 90% accurate in qualifying prospects, what would that do for your win-rate and forecasting accuracy?
6 min read
How to Qualify Buyer Intent from Initial Conversations
Topics: consultative selling sales enablement sales effectiveness
1 min read
How To Use Analyst Reports to Engage Distracted Buyers
If your sales team is not using content like this to engage buyers they are missing a trick. Even if you are not in Cybersecurity, this article is instructive and comes with a proforma spark-email
The Mandiant M-Trends 2020 Report published last week is compulsory reading for cybersecurity professionals and salespeople selling into the cybersecurity market.
