The Complexities of a Manufacturing Sales Environment

Complexity in sales means many things. More buyers per deal. More parts of the solution. Longer sales cycles. More diverse and complex selling moments. Differing messaging based on persona,...

Does Gamification Live Up to the Hype?

When Bigtincan acquired Zunos, a micro-learning & gamification platform - I'll admit I  was a bit skeptical. When first checking out the Zunos platform I thought it was cool, but I still didn’t...

Three Simple Keys To Engage and Educate Your Channel Sellers

So you're a manufacturer with direct and indirect sellers. In general, you probably have pretty decent control over and insight into your direct sales team. However, capturing the mindshare of...

B2B Selling with Stories - 3 Monkeys with Smartphones

Welcome to part one of "Why Stories." In part two, I will share cognitive research and real-world stories on why stories work for sales. But for now, let's talk metaphors.

B2B Selling with Stories - Part 1

Ever feel underappreciated by your prospects or customers?  Do they see you as a commodity? I have certainly felt it - and understand why.  Not because I offered a very basic commodity solution -...

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