Sales methodology
Sales

Your B2B sales process and the need for a sales methodology

One of my favorite topics to speak and write about is the sales process (and why you need to audit it – here’s an article I wrote for Sales Hacker), and sales methodologies. First, let’s get clear on the difference between the sales process and a sales methodology.   The sales process is the flow and steps your ideal prospect would take

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analyst relations program
Analyst Relations

Analyst Relations (AR): Getting your ducks in a row

If you’re a technology vendor that’s about to embark on, or plan to update, your Analyst Relations program, check out our free checklist to ensure you have your ducks in a row.   Here are some of the highlights (email us for the whole checklist): An AR calendar. Analyst Relations can feel like a fire hose, with periods where the AR teams,

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Analyst Relations
Analyst Relations

Lack of transparency is damaging your Analyst Relations program

Do you have an Analyst Relations program to engage with industry analysts? Industry analysts, such as Gartner, Forrester, 451 Research and dozens of other firms, are influencers that can’t be overlooked by B2B technology companies. They play a key role to help end users – who could be spending tens, thousands, or millions of dollars – to navigate complex solutions, evaluate

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Sales Methodology
Competitive Intelligence

Planning and reporting in Competitive Intelligence (CI)

Competitive Intelligence (CI) professionals need to make a lot of decisions: where to focus research, which competitors to analyze, the ways to effectively collect primary and secondary CI data, how to verify data sources, and the best method to share their findings and serve the business. The presentation of insights adds an extra layer of decisions with briefings, matrices, worksheets,

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passive or active voice
Grammar Tips

Prompt Grammar Tip: Active or Passive?

Writing in an active voice rather than a passive voice is actually a choice, not a strict grammatical rule. But if you’ve ever worked as a journalist or short-form writer, or undergone fast-track media training, you could easily get the impression that passive is simply bad form. In its most basic sense, an active voice focuses on a subject performing an

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competitive intelligence
Competitive Intelligence

The no-brainer of competitive intelligence to win sales (your own team)

I was once talking with a VP of Sales about their quarter, and they shook their head and said: “We were surprised to lose a deal to that competitor.” Yes, sometimes you can lose deals in unexpected ways and to unforeseen competitors. But in many cases, it’s a poor excuse to be “surprised” by competitors. It’s the result of one

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