Saas Sales Blog
This simple question will increase your win rates
Articulating differentiators is key for any B2B sales team; commoditisation is accelerating across all verticals. That's why a lot of sales training is devoted to it. Yet, sales professionals hardly ever ask the one question that can make a huge difference. Make it part of your sales process to see win rates go up.
When Inbound Doesn’t Work
Some 70% of a business buyer’s journey is completed before the sales rep comes into the picture. And 90% of a buyer’s research happens online. To support the buyer's desire to evaluate things independently, SaaS companies lean on inbound marketing. But there are clear scenarios where that's exactly the wrong approach.
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