Buyer Journey Enablement
What sets us apart?
Companies are finally beginning to realize that recruit ... read more
Does this sound familiar? The customer is interested bu ... read more
In his blogpost on sales productivity and competency, The Value Shift CEO Dave Fitzgerald, discusses the most important reasons for the ongoing decline of quota attainment. In analysing results with our prospects and customers, we find overwhelming evidence that lack of knowledge and experience are the challenges to overcome. Let’s have a look at the numbers first. CSO’s yearly study on quota...read more
The age of the customer demands a different approach The combination of technological changes in the internet, mobility and social media has changed the way customers buy. Knowing your customers better than they know themselves and engaging with them in a buyer-aligned way is the only sustainable competitive advantage moving forward. Research by Forrester shows that 74% of executive buyers, once...read more
Many companies currently focus on big data. Unfortunately, small data are all too often forgotten, as if this problem has been solved now. In B2B, however, we are confronted every day with incomplete databases, outdated information and customer data stored in individual salespeople’s smartphones or in all kinds of Excel lists. New contacts’ business cards, LinkedIn updates, website visits and...read more