Build a Team of Trusted Authorities to Open Doors on Higher Floors

Getting access to senior-level decision makers is a must if you want to accelerate the buying cycle. Reaching high-level decision makers, establishing credibility, and raising awareness about your ...

E-Book: Putting a Sales Playbook Program at the Heart of Sales Enablement

by VisibleImpact | Jan 20, 2016 | Sales Enablement

As a sales leader, you’re challenged to win more business and produce predictable results – even as you increase sales efficiency. You have to accelerate ramp times for new recruits, develop your ...

Want to Enhance Sales Forecast Accuracy? Unbundle Your Strategic Deals and Get More Transactional

by VisibleImpact | Jan 20, 2016 | Sales Strategy

In a recent discussion forum featuring leading thinkers in the sales world, we were asked how companies could improve their sales forecasts.  Our response: “Increase your transactional sales load and ...

In the Valuesphere, Buyers and Sellers Collaborate

by VisibleImpact | Nov 09, 2015 | Uncategorized

One factor that can undermine success in high-stakes deals is the sheer complexity of enabling and making decisions. According to research from Corporate Executive Board, buying decision teams have ...

3 Forces Behind the Rise of Virtual Selling

by VisibleImpact | May 13, 2015 | Virtual Selling

Virtual Selling is clearly on the rise.

Confronting the Last Mile Problem in Field Sales

I think it's very important to have a feedback loop, where you're constantly thinking about what you've done and how you could be doing it better. I think that's the single best piece of advice: ...

Sales Leaders Embrace Virtual Selling Phenomenon

CHICAGO–The world of Inside Sales continues to experience extraordinary growth. Once shuffled off to the corner and tarred with the term "telemarketing," today's Inside Sales professionals are ...

Exploding the Myth of the 57%

There's a statistic that's seemingly found its way onto every marketing consultant's lips these days. It goes something like this: 57% of purchasing decisions are already complete before a customer ...

Getting on the Grid

Sales leaders are increasingly hungry for data to drive predictable growth strategies. That’s one reason field sales activities are now being scrutinized like never before while inside sales ...

Seeing the Unseen and Saying What Hasn't Been Said

 “Everything we see hides another thing. We always want to see what is hidden by what we see.” – Rene Magritte