"If you know yourself but not the enemy, for every victory gained you will also suffer a defeat." There is a difference between "knowing" and "understanding" your customers. Knowing your customers really just means you know the demographics of your customers; their age, their locations, how much revenue they are generating, what content they are reading, etc. Most companies do this very well, but when it comes to really understanding customers, they don't dive deep enough to

The idea of categorizing salespeople as either hunters or farms has been around for decades. But the debate still rages, which one do you want on your sales team? The answer is not as clear cut as you may think. To understand who you need on your team it is important to understand the characteristics of each, starting with the hunters. The Hunter Hunters love to network They enjoy being out in the field, searching for their next customer They are independent and solution dr

Sales proposals are an integral part of the B2B sales process. Love them or hate them, at some point you are going to have to write one. A well done proposal can make closing the sale a lot earlier, a poorly constructed proposal can actually extend the sales cycle or derail the sale completely. To help make the most of your proposals here are three steps that will help you present a winning proposal. 1. Qualify Buyer Intent It doesn't cost a customer anything to ask for a pro