While effective sales teams will tailor every demo and presentation to the prospect, the question of how much time to invest in customizing your demos and presentations or developing proofs of concepts is complicated, and involves a number of factors.
Two entire generations (millennials and Gen Z) have grown up with texting and social media, and members of these generations tend to find phone calls stressful. But is there still a need for phone skills in today's sales teams?
Only 25% of B2B customers view salespeople as helpful. Still, that doesn't change the fact that a skilled technical sales team can have a huge impact on a customer's buying process and - by extension - their company's success.
While some software customer churn is inevitable, there is plenty your company can do to prevent it. And it starts with developing an “early warning system” for at-risk accounts and a plan to deliver emergency training, support and customer communications before users completely disengage.
Manufacturing, engineering, construction, and related industries have had plenty of advance warning about how trends in demographics, education, and public opinion would create massive skilled labor shortages in the 2020s. But now that we're in the midst of the crisis, how can companies bring the next generation up to speed?
Compliance training is necessary to shield organizations from liability and regulatory fines. But is there a better way to deliver compliance training than having workers click through slide after slide of legal disclaimers then answer insultingly basic true/false questions?
The shortage of skilled field service technicians is a major challenge for capital equipment and infrastructure companies. Is outsourcing a reasonable "quick and easy" solution for covering those gaps - or is it giving up a future revenue stream?
Software publishers and customers like to believe technology purchases are made rationally, based on a product’s superior features, performance and/or interface. Yet there’s a point in the customer journey where, if all goes well, users’ commitment to your software gets personal.
