The buzz: Social selling. Studies show that B2B buyers are 57% –70% of the way through the buying process before they first engage with your sales people. Simply put, your prospects are having a learning feast without you.

The buzz: Social selling. Studies show that B2B buyers are 57% –70% of the way through the buying process before they first engage with your sales people. Simply put, your prospects are having a learning feast without you. How? The modern buyer is digitally driven, socially connected, frequently mobile, and happily empowered with unlimited access to the information they need to decide. What does this mean to you? Your sales team needs to be up-to-date on the social selling tools and...

The buzz: Winner! B2B sales is evolving, with buyers more sophisticated and better informed, and the buying environment dramatically different than ever.

The buzz: Winner! B2B sales is evolving, with buyers more sophisticated and better informed, and the buying environment dramatically different than ever. How do today’s top sales winners separate themselves from the pack? By studying over 700 major business-to-business purchases from buyers representing $3.1 billion in annual purchasing power, RAIN Group discovered that solution-, consultative-, and relationship-selling approaches are no longer sufficient to win the sale. And even savvy...

The buzz: Zzzzs. Is sales productivity, or lack of it, keeping your C-suite awake at night? They have good reason, with the sales quota attainment gap hovering around 52% (CSO Insights).

The buzz: Zzzzs. Is sales productivity, or lack of it, keeping your C-suite awake at night? They have good reason, with the sales quota attainment gap hovering around 52% (CSO Insights). From sheer exhaustion, many companies jump into a technology solution without best practices strategies to address changed buying behavior and the roles of enablement and technology. Help is here! The experts speak. Barbara Giamanco, Social Centered Selling: “If you run into a wall, don’t turn around and give...

The buzz: David vs. Goliath 2015. By 2020, global trade among connected businesses could total $65 trillion. But large corporations’ current processes can’t keep up with the Digital Economy’s hyperconnectivity, data deluge and customer expectations.

The buzz: David vs. Goliath 2015. By 2020, global trade among connected businesses could total $65 trillion. But large corporations’ current processes can’t keep up with the Digital Economy’s hyperconnectivity, data deluge and customer expectations. The answer? Business Networks. How? They connect people, systems, and processes to simplify collaborative innovation. What else? They support supplier diversity by connecting corporations with minority- and women-owned businesses for procurement...

The buzz: Cash on the line. As we move from post-recession recovery to growth, the importance of cash flow and working capital management is crystal clear.

The buzz: Cash on the line. As we move from post-recession recovery to growth, the importance of cash flow and working capital management is crystal clear. And the rise of business networks connecting people, processes and information is now yielding previously unknown insights and opportunities. Is your organization using the Digital Economy’s tools and methods to control cash flow and grow beneficially for all stakeholders? The experts speak. Dan Juliano, Prime Revenue: “Uber, the world’s...

The buzz: Better together. To survive in our rapidly changing world – we're more interconnected than ever before and generating an unprecedented volume of data – you need to equip your business with the ability to differentiate and compete effectively.

The buzz: Better together. To survive in our rapidly changing world – we're more interconnected than ever before and generating an unprecedented volume of data – you need to equip your business with the ability to differentiate and compete effectively. But how? The agile solutions of the future are best arrived at when companies co-innovate with their customers and partners. Co-innovation can even enable bringing solutions to non-traditional businesses in previously uncharted...

The buzz: Social selling. Attention, suppliers! Studies show that B2B buyers are 57% –70% of the way through the buying process before they first engage with your sales people. This means prospects are having a learning party without you.

The buzz: Social selling. Attention, suppliers! Studies show that B2B buyers are 57% –70% of the way through the buying process before they first engage with your sales people. This means prospects are having a learning party without you. How? The modern buyer is digitally driven, socially connected, mobile, and empowered with unlimited access to information. Is your sales team up-to-date on social selling, its critical role in global brand strategy, and how to master social channels like...

The buzz: Winner! B2B sales is evolving, with buyers more sophisticated and better informed, and the buying environment dramatically different than ever.

The buzz: Winner! B2B sales is evolving, with buyers more sophisticated and better informed, and the buying environment dramatically different than ever. How do today’s top sales winners separate themselves from the pack? By studying over 700 major business-to-business purchases from buyers representing $3.1 billion in annual purchasing power, RAIN Group discovered that solution-, consultative-, and relationship-selling approaches are no longer sufficient to win the sale. And even savvy...

The buzz: Supply chain health. As global barriers for business commerce are being torn down, enterprises have unparalleled opportunities to create unique advantages within their supply chains. The upside: enterprise spending now spans more diverse geographies and suppliers than ever before. The downside: supply chains are infested with supplier risks, savings leakages and procurement inefficiencies that often go undetected. Can cutting-edge analytics and real-time supplier visibility help...

The buzz: Social selling. Attention, suppliers! Studies show that B2B buyers are 57% –70% of the way through the buying process before they first engage with your sales people. This means prospects are having a learning party without you. How? The modern buyer is digitally driven, socially connected, mobile, and empowered with unlimited access to information. Is your sales team up-to-date on social selling, its critical role in global brand strategy, and how to master social channels like...

The buzz: The Virtual Enterprise. If you’re doing “business as usual,” here’s a reality check. Technological change is challenging existing business models. Markets are increasingly global. New competition is forcing companies like yours to do even more with less. Welcome to the age of the Virtual Enterprise powered by Business Networks – the new building block in the emerging Networked Economy. Are you ready? The experts speak. Dana Gardner, Interarbor Solutions: “How do we understand the...