The visible impact Blog

In the Valuesphere, Buyers and Sellers Collaborate

One factor that can undermine success in high-stakes deals is the sheer complexity of enabling and making decisions. According to research from Corporate Executive Board, buying decision teams have an average of five or more stakeholders on them. In some cases, the...

3 Forces Behind the Rise of Virtual Selling

Virtual Selling is clearly on the rise. Whether sales organizations are applying the approach through Inside Sales investments or by arming their field and account personnel for virtual interaction with prospects and clients, the money is moving toward these...

Confronting the Last Mile Problem in Field Sales

I think it's very important to have a feedback loop, where you're constantly thinking about what you've done and how you could be doing it better. I think that's the single best piece of advice: constantly think about how you could be doing things better and...

Sales Leaders Embrace Virtual Selling Phenomenon

CHICAGO–The world of Inside Sales continues to experience extraordinary growth. Once shuffled off to the corner and tarred with the term "telemarketing," today's Inside Sales professionals are proving to be an innovative and disruptive force on the corporate scene....

Exploding the Myth of the 57%

There's a statistic that's seemingly found its way onto every marketing consultant's lips these days. It goes something like this: 57% of purchasing decisions are already complete before a customer even calls a supplier. Sometimes the number is even higher. I've seen...

Getting on the Grid

Sales leaders are increasingly hungry for data to drive predictable growth strategies. That’s one reason field sales activities are now being scrutinized like never before while inside sales organizations are experiencing explosive growth. According to new research...

Seeing the Unseen and Saying What Hasn’t Been Said

 “Everything we see hides another thing. We always want to see what is hidden by what we see.” – Rene Magritte As a purveyor of insight and guidance, your challenge is to cut through all the noise and say what has not been said. Buyers seek surprises, the provocative...

Want Executive Access? Enter the Statusphere

Want more conversations with decision makers and influencers at senior levels? Want to engage the people who have the authority to sign your agreements and accelerate your sales cycles? Then you'll have to enter the Statusphere. Consider the perspective of celebrated...

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