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Rebecca White

Rebecca White

9 posts •
Databook Infographic: From Carrier Pigeons to Machine Learning, Developing an Informational Edge
Sales Strategy

Databook Infographic: From Carrier Pigeons to Machine Learning, Developing an Informational Edge

From carrier pigeons to ticker tape machines to machine learning, investors always look for their informational edge. Enterprise Sales is no different.

  • Alex Barrett
    Alex Barrett
  • Rebecca White
    Rebecca White
1 min read
Databook Infographic: What do Poker, Investing & Enterprise Sales Have in Common?
Enterprise Sales

Databook Infographic: What do Poker, Investing & Enterprise Sales Have in Common?

Enterprise Sales is like Poker and Investing. You're working with limited visibility, and to win, you require an edge that's informational, analytical or behavioral.

  • Rebecca White
    Rebecca White
  • Alex Barrett
    Alex Barrett
1 min read
Databook Infographic: Enterprise Selling is Teamwork--What Role Do You Play?
Enterprise Sales

Databook Infographic: Enterprise Selling is Teamwork--What Role Do You Play?

Enterprise selling is similar to skyscraper construction. Architects, Engineers and Designers plan; Project Managers, Contractors and Sub-Contractors build; and Managers and Tenants use.

  • Rebecca White
    Rebecca White
1 min read
Databook Infographic: Focus on the Problem Before The Buyer Can
Buy Cycle

Databook Infographic: Focus on the Problem Before The Buyer Can

Lack of insight during discovery throttles enterprise customer value--for your customer and for you. Get ahead of your buyer to help them understand their true problem and their best solution.

  • Rebecca White
    Rebecca White
1 min read
Enterprise Sales and the Customer Journey
Customer Journey

Enterprise Sales and the Customer Journey

The enterprise customer journey is often misunderstood, and the effect on enterprise sales can be massive. In this three-part series, Databook shines a light on the customer journey, its impact on the sales cycle, and how understanding this can help you accelerate complex sales.

  • Rebecca White
    Rebecca White
3 min read
Databook Infographic: The Problem is the Point and the Beginning of the Customer Journey
Customer Journey

Databook Infographic: The Problem is the Point and the Beginning of the Customer Journey

The customer journey begins with with an executive initiative that results in a business problem. The buy-cycle begins when a decision maker empowers a buyer to find a solution. The sales cycle begins when the buyer has a requirements list and a short list.

  • Rebecca White
    Rebecca White
1 min read
Databook Infographic: Complex Sales Versus Transactional Sales
Enterprise Sales

Databook Infographic: Complex Sales Versus Transactional Sales

Enterprise selling or complex selling requires that you understand the customer problem, use knowledge to help guide the customer's discovery, and leverage earned trust to develop commitment and relationships.

  • Rebecca White
    Rebecca White
1 min read
Databook Exec Insights: Vinay Dhawan, VP of IT
Executive Insights

Databook Exec Insights: Vinay Dhawan, VP of IT

Today we're launching a new blog series called Databook Exec Insights, where we interview executives involved in buying or selling complex products, solutions and services. We're pleased to welcome a friend of Databook, Vinay Dhawan, VP of IT.

  • Rebecca White
    Rebecca White
3 min read
Complex Sales Versus Transactional Sales: The Two Types of B2B Selling
Enterprise Sales

Complex Sales Versus Transactional Sales: The Two Types of B2B Selling

B2B selling includes two different direct selling models: complex sales and transactional sales. Here's the difference.

  • Rebecca White
    Rebecca White
2 min read
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