• It is no longer enough to just deliver on buyer needs, instead

    It is no longer enough to just deliver on buyer needs, instead, to engage today’s buyers companies must outperform expectations. This often requires an approach that integrates multiple, horizontal processes within a company, proving difficult for any business who doesn’t fully understand their buying journey. Adjusting or redefining your buying journey can be straightforward. With […]

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  • How many times do you get asked to calculate approximate costs?

    A simple ‘back of the envelope’ calculation? Quite often. Particularly, if you are selling Azure. For Azure, the acceleration of smart conversations can swiftly shift from sales engagement to proposal to close – if the right conversation takes place. Using the Smart Azure Calculator and sales approaches different from the majority of the market, such […]

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  • Sales engagement is what leads the buying journey for your customer

    Are you setting your sales reps up for success? The effectiveness of your sales representatives in communicating with your customers relies on the processes in place at your company. By defining expectations, educating on best practices, and reviewing your company techniques, you can continuously strengthen sales engagement. 🎯 Identifying a checklist of appropriate personas allows […]

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  • When have you last checked the state of your customer interaction?

    Since the start of the COVID-19 restrictions, we’ve seen a drop in customer interaction services in companies we’ve secret shopped (+450 globally). The results are shocking. We’ll paint the (not so pretty) picture: ❌ 64% don’t reply on e-mail-based sales enquiries ➡️ Compared to 26% pre-COVID ❌ 50% don’t reply on webform-based sales enquiries ➡️ […]

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  • Do you ensure on time, and relevant, contact and response for your buyers?

    The needs and expectations of today’s buyer are constantly changing. How often do you assess their awareness of your company? Focus your efforts on meeting the needs of the best prospects, and creating more interest than doubt. Presenting clear and effective contact methods is crucial. Review your technique for handling incoming calls, webform requests, and […]

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  • Your prospect’s expectations have accelerated with it. Has your sales efficiency done the same? Smart sales start with smart strategies. Smart strategies stem from differentiation. By developing your sales conversations for C-level discussions, you can change the way you sell Azure. Smart Azure Conversations begin with emphasizing the business-related benefits of the service. Smart strategies […]

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  • Did you know sales is changing… right NOW?

    Are you ready to change with it? The global crisis caused a massive shift in B2B sales. It made us change our sales approaches from mostly analog to completely digital. With more online sales came more online data. And yet, we see that many companies don’t have a hold on their – very valuable – […]

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  • How your potential buyers experience your company’s buyer journey may be different to how you think they do. Can you be found by today’s prospects? And once they find you, can you close them in-person and virtually, depending on what is needed? Our secret shopping program measures the sales moments that matter for hundreds of […]

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  • Cut the complexity!

    We’ve been saying it for years – simplicity is key when selling IT products and services. Our global research based on +450 companies shows that companies are having trouble selling IT for a number of reasons. One being: they are selling the technology instead of business solutions. While there is certainly a group of early […]

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