by Gerald Vanderpuye | Feb 9, 2017 | Perfecting the Buyer Experience
A WOW moment is an experience that leaves a lasting impression. One of the most useful yet under-utilised tools for differentiating your sales is delivering moments of wow for your buyers. This is something we’re trying to get right at BuyerDeck. One thing I’ve learnt...
by Gerald Vanderpuye | Feb 2, 2017 | Perfecting the Buyer Experience
Empathy trumps everything! During a trip to Texas earlier this year, I found a new passion for walking everywhere. I often walked ten miles a day checking out the incredible scenes of Austin while listening to my fav audio books. It turns out this new habit of walking...
by Gerald Vanderpuye | Jan 31, 2017 | Sales Enablement, Uncategorized
Three Books …Three Events…Three Blogs The sales landscape is constantly changing as we all try to do it better than our competitors. As such it’s an area that is seeing a lot of innovation — blink, and you may find yourself light years behind the top sales teams in...
by Gerald Vanderpuye | Jan 26, 2017 | Sales Enablement, Uncategorized
I’m in the same boat as you. I’m trying to sell our SaaS sales enablement tool into tech companies like yours. You might be trying to do the same, or trying to reach VPs of other large enterprises with your product. Enterprise Sales Are Tough If you’ve just hit...
by Gerald Vanderpuye | Jan 11, 2017 | Perfecting the Buyer Experience
The Wow — “Stories can conquer fear, you know.” (Ben Okri) Today the greatest companies grow through remarkability and word of mouth. 7 out of 10 of our clients say that their leads come from referrals; customers are recommending them because they think they’re...
by Gerald Vanderpuye | Dec 18, 2016 | Sales Enablement
A sales leader I worked with once said, “40% of the deals he forecast for this month won’t happen this month. We will get to target, but of the other 40% of deals that will get us to target — no one knows where they’re coming from.” I remember looking at my pipeline...
by Gerald Vanderpuye | Nov 11, 2016 | News and Insight
We don’t want to be accused of ‘blowing our own trumpet’, but why else do companies collect testimonials and reviews? Here at BuyerDeck we are constantly tweaking, refining and modifying our product to ensure that it meets and exceeds the expectations of our clients....
by Gerald Vanderpuye | Nov 10, 2016 | Sales Enablement
Are you getting your product marketing right? In my experience many product marketing teams spend too much time extolling the virtues of their products and market position, without giving sufficient thought to what the buyer actually wants. In this post I share the...
by Gerald Vanderpuye | Nov 4, 2016 | Perfecting the Buyer Experience
One of my favourite B2B sales authors Andy Paul makes a strong case that today how you sell is more important than what you sell*. Amazon, salesforce.com and box are great examples of companies achieving massive success due to a great sales culture. They are winning...
