Author: Kelli Folse

“Selling is a skill, you either have it or you don’t.” While this statement contains an element of truth, it’s not absolute. The days of relying on charisma and charm are long gone. Many of today’s sales reps carry the burden of studying and educating a full team of buyers. On top of that, they are expected to deliver a completely personalized experience. So how does one juggle multiple complex opportunities, make quota, and also live up to today’s elevated standard?

Read more

Buyer engagement is critical during the buyer’s journey in order to have the outcome you are looking for. The buyers journey is a framework that buyers go through before selecting vendors and can be broken into three main sections – discovery, consideration and decision. As companies get larger, the buyer turns into a buying team and that becomes ever-more complex with the size of the company, size of...

Read more