by Gerald Vanderpuye | 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 | 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 | 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...
by Gerald Vanderpuye | Sales Enablement
Many SaaS companies trying to sell to enterprise customers consider initiating a pilot programme in the hope that their solution will become indispensible and will be rolled out across the company. There are several schools of thought about SaaS pilot programmes, the...
by Gerald Vanderpuye | Sales Enablement
Having a fantastic product, designed to save your prospects time and money, improve performance and productivity, make them more agile or competitive, and drive business success is not enough. In fact many enterprise customers would happily turn down the opportunity...
