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Content, Not Contact, What Today’s Tech Buyers Want

Content, Not Contact, What Today’s Tech Buyers Want

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...
If Content Is King, Why Is Sales Complaining?

If Content Is King, Why Is Sales Complaining?

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...
The Pitfalls Of Pilot Programmes, And How To Make Them Work

The Pitfalls Of Pilot Programmes, And How To Make Them Work

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...
Strategies For Introducing New Technologies To Risk-Averse Buyers

Strategies For Introducing New Technologies To Risk-Averse Buyers

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...
Getting In The Door: Great Content Can Give You An In

Getting In The Door: Great Content Can Give You An In

by Gerald Vanderpuye | 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...
Party Time…BuyerDeck Version 2.0 Launch!

Party Time…BuyerDeck Version 2.0 Launch!

by Gerald Vanderpuye | 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...
How Successful Tech Companies Differentiate Themselves From The Rest

How Successful Tech Companies Differentiate Themselves From The Rest

by Gerald Vanderpuye | 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 —...
5 Simple Ways To WOW! Your Sales Prospects

5 Simple Ways To WOW! Your Sales Prospects

by Gerald Vanderpuye | 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...
Why You Should Put Yourself In Your Buyer’s Shoes

Why You Should Put Yourself In Your Buyer’s Shoes

by Gerald Vanderpuye | 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...
Top Sales Enablement Resources For 2017

Top Sales Enablement Resources For 2017

by Gerald Vanderpuye | 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...
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