3 Choices: Innovate, Transform, or Be Disrupted

Who will guide today’s corporate leaders through the turbulent challenges presented by the digital economy? It’s a question posed by Scott Santucci, founder of the Sales Enablement Society and a ...

Fueling Conversations in an Account-Driven World

Account-based this and account-based that is all the rage these days. The latest buzzwords are “account-based marketing” (ABM) and “account-based sales” (ABS).

Are You Selling with Insight? Here’s What It Takes…

Why are sellers always struggling with buyer indifference and indecision? One critical reason is a failure to sufficiently answer this pertinent question: Why change?

Want Predictable Growth? Invest in Front Office Fusion

This article is adapted from the book Next Era Selling: 5 Strategies to Make Your Business Unstoppable (Now + Next, 2016) by Britton Manasco and Anneke Seley. 

Leading Lights Interview: AA-ISP Founder Bob Perkins

What’s behind the impressive growth of virtual selling? What keeps companies from fully capitalizing on this practice? And what’s coming next? Britton Manasco, editor of The Visible Edge, spoke ...

New Book: Next Era Selling

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 ...