A demo mindset becomes a game changer. The outcomes either take your team closer towards being short-listed as a contract winner or eliminated as a contender. Timing and insight are everything. As a sales engineer or sales operations professional, you have a critical role to play in helping the sales organization deploy the demo appropriately…. [Continue Reading]
Overcome Demo Mindset with Sales Engineering and Sales Operations Insights
Customer UnRetention Syndrome results from 4 Sales Achilles Heels
Customer unretention syndrome happens. Frequently. Typically at the end of each fiscal quarter. And it always seems to be a Real.Big. Surprise. Really? What are you crying about? After all, as a sales person, sales engineer or sales operations professional, you think you are doing a superlative job. Just by being busy being busy doing… [Continue Reading]
Can Sales Operations Insights connect End User Reality to Sales Fantasy?
Sales operations insights become key to translating end user experience to the C-Suite and sales organization. First, these insights become critical factors influencing customer loyalty. Then, they impact customer retention within complex industrial Internet of Things (IIoT) selling environments. However, sales operations insights are only as good as the questions the C-Suite and sales organization… [Continue Reading]
IIoT Sales Performance Strategy leverages a Solid Sales Operations Strategy
Sales performance strategy leverages a solid sales operations strategy. While this is good advice for any selling environment, it is particularly appropriate for industrial Internet of Things (IIoT) selling environments. Why? Because IIoT selling environments are dynamic and continuously changing. As a result, they require an equally-dynamic and responsive sales performance environment. Collaborative IIoT sales performance… [Continue Reading]
Successfully Executing Sales Operations Strategy – 2 Factors
Successfully executing sales operations strategy isn’t a matter of luck. This art form is a function of process, discipline and innovation. When your sales ops teams work harmoniously in a well-integrated sales performance environment, clients are on the receiving end of extraordinary business outcomes. However, there are two factors which impact successfully executing sales operations strategy: Lack… [Continue Reading]
Follow Us!