The Power of Buyer Enablement with Kevin Dixon

The Power of Buyer Enablement with Kevin Dixon

Buyer Enablement is a concept that has gained momentum in the past couple of years. It helps us develop strategies to deal with modern complex buying processes. Buying committees are expanding and customers have more information than ever; but often they don’t...
Navigating the Buying Committee with Tom Williams

Navigating the Buying Committee with Tom Williams

Thomas J. Williams is the founder and CEO of Strategic Dynamics Inc, a firm which helps sales organisations sell more effectively by markedly improving their new hire candidate assessment process, sales productivity and business acumen. He is also the co-author of The...
Making Channel Sales Work with Marcus Cauchi, Part 2

Making Channel Sales Work with Marcus Cauchi, Part 2

Secrets to sales hiring, effective qualifying and the importance of ongoing self-development with Marcus Cauchi. 90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what...