by Gerald Vanderpuye | Nov 21, 2017 | 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 | Nov 2, 2017 | 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 | Sep 29, 2017 | 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 | 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 | 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 | 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...
