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Gamification – How Effective Is It For Sales Teams?

Gamification – How Effective Is It For Sales Teams?

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...
Sales People Working Remotely – Can It Work?

Sales People Working Remotely – Can It Work?

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...
Controlling The Sales Cycle And Next Steps

Controlling The Sales Cycle And Next Steps

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...
Addressing The Old Incumbents, How To Persuade Buyers To Switch

Addressing The Old Incumbents, How To Persuade Buyers To Switch

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...
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...
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