Ole Goehring

How to create value and trust with consultative selling

A recent study showed that for 84% of buyers, tone-deaf sales tactics that do not directly address their needs was an ongoing concern. In addition, only 62% of buyers felt that sales reps listened to their needs. 45% of buyers did not believe that...

The most effective B2B customer engagement strategies for 2022

As the new year has kicked off, many revenue organizations will look to improve their customer engagement strategies, whether it is for retention or improved customer experience purposes. According to Forrester, 56% of marketing leaders say that improving customer experience is a top priority...

Top 5 sales coaching techniques for your business

Implementing a solid sales coaching program can have a transformative and lasting impact on your sales team and your business as a whole. Regular coaching helps sales reps to realize (and then reach) their fullest potential, since learning from an experienced mentor is the...

Commercial Excellence – accelerating growth with technology

These days, sales teams are met with a number of distractions on the road to conversion, which can really pull their focus away from the task at hand: making sales. Rather than enabling these disruptions and wasting valuable time, sales teams are encouraged to...

B2B sales enablement trends 2022 – Becoming future fit

With the changes that organizations and markets have been subjected to in the past couple of years, it comes as no surprise that B2B buyers’ expectations continue to change too. It’s no longer enough to know your buyers – the ideal scenario is one...

Critical sales acceleration strategies for high performing teams

The journey from being a prospect to becoming a customer is usually a long one in the B2B world, and it’s not often as straightforward as you might wish. What’s needed are clear strategies that B2B sales teams can leverage to accelerate the speed...

How to achieve sales excellence in 2022

Image credit: Adobe Stock Sales excellence is the driving force behind individual sales performance and cumulative growth. The definition of sales excellence is consistently meeting and exceeding growth targets, and is a measure of not only how successful an organization is at closing deals, but...

5 sales enablement best practices to help accelerate sales [2021]

Image credit: Adobe Stock Why is sales enablement so important? The key goal of sales enablement is to make reps more productive and effective at closing deals, thereby driving more sales and revenue growth. Even a small boost to your sales team’s effectiveness can significantly...

Best practices for scaling your sales team fast

Scaling your sales team is paramount to growing a healthy, sustainable business. So how do you scale your team quickly, while also ensuring you’ve hired the right people? The trick is to hire with a strategic, results-driven approach that will benefit your company for years...

How to measure your sales enablement ROI

Image Source: Adobe Stock Sales reps need to wear many hats and have a lot to juggle during a working day. With so many demands on reps today and having to navigate long B2B sales cycles, a tool that can help sellers along the way...

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