by Gerald Vanderpuye | Sep 12, 2017 | Sales Enablement
Buyers’ perceptions of the archetypical sales rep don’t do us any favours. Many buyers think we’re going to try and sell them a solution regardless of their actual requirements, using manipulative or strong-arm tactics. From my own experience of working with...
by Gerald Vanderpuye | Aug 10, 2017 | Sales
In 2008 I was lucky enough to join a rocketship company, Rackspace Hosting. I left an uninspiring job in the city to pursue my passion, a sales career with a top tech firm. Interviewing with dozens of businesses and turning down many offers in the process, I spent...
by Gerald Vanderpuye | Jul 26, 2017 | Sales Enablement
So you’ve got a fantastic product, you’ve identified a customer that could get real value from it, you know they have a genuine need for your product; but they don’t want to disrupt the status quo. They would rather continue to use a competitor’s product than switch...
by Gerald Vanderpuye | Jul 20, 2017 | Sales and Marketing Content
Once upon a time in B2B tech sales the sales rep had the keys to all the information a prospect needed to buy a product or service. This meant that whatever stage of the buyer journey they were at, even at start in the research phase, they had to speak to a sales rep...
by Gerald Vanderpuye | Jun 14, 2017 | Sales and Marketing Content
or…. 7 signs Product Marketing has a content management problem Today most companies rave on about how content is king, so they create more and more content. A typical technology company with 20+ sales reps will have 100-1000 sales content assets. A staggering...
