What is Value?
If you are in sales, the value of something is what someone is willing to pay for it. How do you get the most money…
Category: Message Enablement
How to Tackle Complex Challenges in the Selling System
When you tackle a complex problem and Complex Tackle Complex Challenges in the Selling System to focus your strategy on getting your arms around on…
Commercial Ratio: Gauge How Well You Are Communicating Value
The commercial ratio is an easy metric to calculate. The commercial ratio is to measure the overall performance of sales and marketing spending. What a…
When Customers Are Confused Deals Get Stuck
When Customers Are Confused Deals Get Stuck in pre or post covid? The middle stages of the pipeline are, by far, the most neglected and…
Commercial Ratio Spend: What Is Your Spend Per Sales Rep
How much are you spending to support your salesforce and what is your Commercial Ratio Spend per year? When you account for all of the…
Commercial Ratio Why Should You Care?
What is Commercial Ratio Why Should You Care about it? Simply put – it is an elegant measure to help you connect your operating performance…
Commercial Ratio The Business Value of Orchestration
What is the Commercial Ratio The Business Value of Orchestration 3X yield. What does that mean? A single draft horse can pull a load up…
Move the Needle: Using the Commercial Ratio to Drive Sales and Marketing
Sales and Marketing Leaders: Are you Using the Commercial Ratio to Drive Sales & Marketing Your departments are two sides of the same coin –…
Overcome Productitis to Develop Cohesive Messaging 5 Ways
How to Overcome Productitis to Develop Cohesive Messaging? What would the impact be to your overall performance if you could increase your average deal size…
No Decision: Customers Don’t Know How To Buy
How many of your opportunities are lost to “no decision?” and Customers Don’t Know How To Buy? If you are like most B2B businesses, that’s…