by Gerald Vanderpuye | News and Insight
Now I know what you might be thinking… another blog post providing an itemised list of desirable sales skills. A search on Google for “skills only the best sales reps have” turns up hundreds of interesting blogs and articles listing desirable skills. Most outline...
by Gerald Vanderpuye | Sales Enablement
Gamification may be a bit of a buzzword – my spellcheck doesn’t recognise it so I guess not everyone has caught up with the concept – but in essence sales teams have used gamification since the beginning of time. Contests to hit targets, rewards and SPIFFs have...
by Adam Williams | Sales Enablement
We’ve got a pretty comprehensive view of the Sales technology space and are complete nerds when it comes to checking out new stuff. For this reason, we’ve put this list together to give you a glimpse of what’s out there that we like. Hopefully, you spot...
by Gerald Vanderpuye | Perfecting the Buyer Experience
In any sales driven company it is easy for marketing and sales content to become very product-centric. After all, isn’t that what product marketing is all about – marketing your product? What many people to fail to recognise is that in many cases the product is the...
by Gerald Vanderpuye | Sales and Marketing Content
Does your company measure the performance of product marketing content? Most sales leaders I speak to today are investing heavily in content because apparently content is king! However, that content is not always ‘king’, in my experience some of it is more ‘dog’. A...
by Gerald Vanderpuye | Sales Enablement
Whether you’re a sales rep looking for ammunition to convince your boss you should be allowed to work remotely, or a sales director being asked to consider this option, this article is for you. Remote working is something that comes up a lot in tech companies. Most...
by Gerald Vanderpuye | 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 | 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 | 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...
