Welcome back to the blog, where we unpack the key concepts from our latest podcast episode! In this week's show, Episode 30: Stop pitching, start selling. Leverage social enablement to build your personal brand and to ensure dramatically better resu…
Welcome back to the blog, everyone! In our latest podcast episode, "Effective sales coaching drives phenomenal results. So...what makes great sales coaching?" we dove headfirst into the art and science of truly impactful sales coaching. We explored …
Welcome back to the blog, where we dive deeper into the conversations that shape our podcast episodes! In our latest installment, episode 28, titled "The Journey from Accidental Salesperson to Sales Expert," we had the immense pleasure of speaking w…
Welcome back to the blog, where we dive deeper into the conversations that shape our podcast. In our latest episode, Episode 27: Is Your Inside Sales Team a Strategic Asset?, we had a powerful discussion with Mike Conrad about transforming the perce…
Introduction: The Enterprise Sales Grind and the Quest for Joy Enterprise selling. The words alone can conjure images of long hours, high stakes, complex deals, and a constant pressure cooker of targets and expectations. For many, it's a career tha…
Welcome back to the blog, where we unpack the ideas that fuel our podcast discussions! In our latest episode, we delved into a fundamental shift happening in the world of sales, a transformation that moves us away from the transactional "pitch" and …
Welcome back to the blog! In our latest episode, we dove deep into the art and science of sales discovery, exploring how to move beyond a superficial understanding of a prospect's needs and truly uncover their business drivers. If you haven't had a …
Welcome back to the blog, where we dive deeper into the topics that shape successful sales organizations! In our latest episode, titled "21. High performing sales enablement organizations leverage their sales enablement charter to ensure strategic d…
In this week's episode of the podcast, we delved deep into a topic that's often misunderstood in the world of sales: strategic account management (SAM). We explored how many organizations get it wrong by focusing too narrowly on transactional sales …
Most people see opportunity reviews as a chore for pipeline visibility, but they're actually a powerful planning tool to boost close rates. In this blog post, we'll delve into how to identify 'unknown unknowns' and create action plans that lead to m…
Welcome back to the blog, everyone! In this post, we'll be diving deep into the crucial role of customer participation in the account planning process. We'll explore how active involvement from key customer stakeholders isn't just a nice-to-have, bu…
Welcome to the blog! In this post, we're diving deep into a critical yet often overlooked aspect of sales strategy: retrospection. We'll be exploring how taking the time to reflect on past interactions, strategies, and outcomes can lead to significa…
Welcome to a deep exploration of sales productivity, a critical driver for any organization aiming for sustainable growth. In this post, we'll dissect the core components of sales productivity and demonstrate why it's essential for organizational gr…
In today's dynamic business landscape, Account-Based Selling (ABS) has emerged as a powerful strategy for driving growth and building lasting customer relationships. However, many organizations find themselves struggling to fully realize the potenti…
In our latest podcast episode, 14. The power of communication: You create your world with your words...so what exactly are you saying? Communication expert Laurie Schloff provides an approachable perspective!, we had the pleasure of speaking with La…
Customer Success (CS) is often viewed as a post-sales function, primarily focused on ensuring renewals and preventing churn. While these are undoubtedly critical aspects of CS, limiting its scope to just these areas overlooks its immense potential t…
In the realm of sales, the allure of price often overshadows the intricate dance of value. It's easy to get caught up in the race to offer the lowest price, but this can lead to missed opportunities and hidden costs. In this blog post, we'll delve i…
In the world of sales, it's easy to get caught up in showcasing product features and benefits. However, the most successful salespeople understand that focusing on the customer's need for change and the urgency driving that change is paramount. This…
In the world of sales enablement, the journey to success is rarely a sprint. It's more accurately described as a marathon, requiring meticulous preparation, strategic planning, and unwavering perseverance. Just like a marathon runner, sales enableme…
Welcome back to the blog! In this post, we're diving deep into a concept that's crucial for anyone involved in sales, customer success, or business development: the Value Realization Model. This model, championed by Tammi Warfield, offers a comprehe…
Welcome to the blog, where we delve deeper into the topics discussed on the Thoughts on Selling podcast. In our latest episode, 8. Let's build muscle memory in sales! Dr. Stefanie Boyer shares her research and recommendations!, we spoke with Dr. Ste…
Welcome to this blog post, where we'll be diving deep into the critical role of a supportive environment in sales training. Just like athletes need a safe space to practice and refine their skills, sales reps thrive when they feel comfortable taking…
In today's fast-paced and competitive business landscape, a well-trained sales team is essential for success. However, traditional sales training methods often fall short, failing to deliver the desired results. This blog post will unpack the key el…
Have you ever wondered why your sales team's performance doesn't always improve after sales training? It might be because you're not doing enough role-playing. In this blog post, we'll dive into groundbreaking research by Dr. Stefanie Boyer, which r…