A deep dive into Thoughts on Selling podcast episodes

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…