b2b sales Archives » FindLight SalesAcademy

Revenue-driven sales metrics have long dominated the sales landscape, but they tell only part of the story. As sales cycles grow more complex and customer expectations rise, the need to measure the quality ...

Navigating the nuances of B2B sales requires more than just a great product or service—it demands a deep understanding of the diverse personalities behind purchasing decisions. All decision makers, whether ...

Securing sales deals in high-tech industries often hinges on precise alignment with rapidly evolving client expectations. Statistics indicate that 43% of sales engineers encounter extended sales cycles ...

Transforming the perception of high costs into recognized value is central to success in capital equipment sales. This guide delves into value-based capital sales, revealing how a strategic focus on ...

In the technical sales scenarios, complexity is often a given—especially when dealing with large-scale deals that involve multiple stakeholders and extended timelines. Mastering complex sales strategies ...

Handling sales objections effectively is crucial, especially in the high-tech industry where the products—be it complex equipment, components, or scientific tools—require detailed understanding and trust. ...

Welcome to our deep dive into the Delphi Method, a proven approach to enhancing sales strategies through expert consensus and accurate forecasting. This guide unpacks how this method can streamline ...

In our previous exploration on the FindLight Sales Academy blog, we delved into the good habits that can propel a salesperson to success. Building on that foundation, it’s equally important to ...

Introduction to Value Added Resellers A Value Added Reseller (VAR) is a business that enhances the value of third-party products by adding customized features or services before reselling them to ...

Welcome to the world of consultative selling, where the art of sales extends far beyond simple transactions. In tech industries, sales professionals are increasingly turning to consultative selling to not ...