by Haley Goodman Lawson | Jun 11, 2021 | Blog, News
July 11, 2021 | Blog Sales Skills vs. Negotiation Playbook: Which one will bring home the W? If you haven’t heard this phrase from the Velo team enough, then here it is again: Process beats skill, and it’s not even close. Most companies invest in training to improve... 
by Haley Goodman Lawson | Apr 30, 2021 | Blog, News
April 30, 2021 | Blog 5 lessons a product or market manager can learn from a master chef. The typical industrial manufacturer sells through multiple channels and produces hundreds or even thousands of various product SKUs for dozens or hundreds of customers from... 
by Haley Goodman Lawson | Apr 19, 2021 | Blog, News
April 19, 2021 | Blog RFQs Are Like a Rigged Horse Race: Are your sales teams ready to win? Imagine that you are at a horse race. You’re feeling lucky, so you decide to place your bet on the long shot. The odds of you winning are slim, but the idea of betting on the... 
by Haley Goodman Lawson | Apr 8, 2021 | Blog, News
April 08, 2021 | Blog Product Profitability is like looking through a glass bottle. In today’s world, investors deserve to know precisely how much profit their manufacturing assets are generating. It is the rationale for the quarterly earnings call; “how much profit... 
by Haley Goodman Lawson | Mar 31, 2021 | Blog, News
March 31, 2021 | Blog Virtual Negotiations: a blindfolded trapeze or a walk in the park? Like a trapeze artist navigating a perilous ‘walk’ between two rooftops, large deals were already daunting before the pandemic. But now they are virtual. So the highest risk...