Posts by Brigid Ling

To stay competitive in today’s B2B environment, you need an effective sales training program with a clear ROI. But you can’t equip your sales team with the skills and strategies they need to excel if you’re using outdated training techniques. Although U.S. companies are spending approximately $20 billion per year on sales training — an…

Customers are only spending 17% of the total purchase journey interacting with sales reps. With such limited time with prospects, sales reps have to make the most of every moment, so they can gather enough information to connect with customers and present compelling offers. By leveraging sales enablement strategies, sellers can significantly improve the sales discovery process, gain a…

Only 28% of sales leaders say their account managers regularly meet cross-selling and upselling targets. Today’s buyers are independent and research-informed, making them less susceptible to traditional selling methods. B2B buyers follow a complex and non-linear path, spending less than one-fifth of their buying journey meeting with potential suppliers. Sales reps are starting to feel the pressure. Old-school tactics…