Stay ahead with customer value thinking.

With all the continuing changes happening in the world, there are soon going to be changes in the way customers perceive their experience. Customers are wanting more from companies in regards to what they can offer. MarTech is marketing technology that is a range of software and tools to achieve marketing and sales objectives. The buyer journey has certainly changed over time and companies are trying to keep up. Buyers have more access to things than ever before. By using technology, buyers can search and find data related to their desired company. Buyers are spending more time researching...

In today’s world, implementing artificial intelligence (AI) is essential for businesses that want to grow exponentially. AI is everywhere and in everything these days, especially in sales. Al is important for businesses from a sales perspective because it helps sales representatives save time, companies can save money, and it can help improve sales forecasting. The purpose of AI is to collect accurate information and offer support for certain tasks through developed software.

Businesses are constantly changing and thinking of ways to stay ahead of customers. Understanding customer needs is the number one thing businesses have to grasp and make sure they execute. Disruptors understand the insights of the industry enabling them to be a step ahead of the competition. Being a disruptor is not just limited to actual people in a company. Most disruptors have technology involved. In today’s world, almost everything is technology-based. Being able to understand the role of technology with selling is one of the most important things to ensure enterprise-wide success and...

In the business world, making a sale is a great accomplishment. No matter how big or small the sale is, the feeling of having a successful sale is priceless. In order to have an outstanding sales deal is to understand the customer and their needs. Having a good sale doesn’t just mean selling the product or service. It means selling the product and making sure your customer is pleased with the customer service and product. A lot of times sales representatives are so focused on selling the products they forget about their customer. They forget to make a connection, or build a relationship so...

Co-authored by Gabriel Vidal, Vice President of Customer Value and Sterling Cottam, Senior Director of Product & Platform Value, DecisionLink

Those of us who have been researching, advising on, managing B2B sales for many years know this statistic almost as a constant – the 80/20 rule. The rule quite simply states: