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...
by Gerald Vanderpuye | Jun 6, 2017 | 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 | Apr 7, 2017 | 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...
by Gerald Vanderpuye | Mar 23, 2017 | Sales and Marketing Content
One of the biggest challenges for those in enterprise tech sales is getting a foot in the door. It’s not just about getting a decision-maker to take your call, it’s also about knowing who the decision-makers are to start with, and what tactic or trigger will get you...
by Gerald Vanderpuye | Mar 20, 2017 | Sales and Marketing Content
With the launch of our updated sales portal, we’re inviting more people to the party! When we first launched BuyerDeck we were all about closing sales deals. We knew that sales people were crying out for a sales enablement tool that allowed them to share sales and...
by Gerald Vanderpuye | Feb 28, 2017 | Perfecting the Buyer Experience
In a crowded marketplace it becomes increasingly difficult to differentiate your company’s product from the rest: even with an outstanding solution that has the potential to wow your prospects. Of course the first hurdle is to have a product that people want —...
