I've been deeply involved in account planning process development, improvement and facilitation for many years and have seen the strong positive impact on value creation, customer satisfaction and loyalty and revenue. Here ar...
Special guest Jonathan Levitt answers the question “why do we choose to do hard things?”, like running an ultramarathon or selling corporate wellness services (blood analytics) to government agencies. As the top sales person ...
Join me for a discussion in how to study, measure and improve sales productivity. Sales productivity is the intersection of sales effectiveness, efficiency and revenue, and is the backbone of a growing and profitable organiza...
Episode Summary Is your CRM just a graveyard for contact info? In this episode of Thoughts on Selling , Lee Levitt sits down with Ulrik Monberg , CEO of ARPEDIO , to solve a problem plaguing sales teams: Why do "Account Plans...
Special guest Laurie Schloff and I discuss the value of effective communication in the selling realm. This episode will help you to become a better communicator, and to help your team communicate better as well! Good commun...
Special guest Jackie Quint and I discuss the value of customer success as a key to revenue generation and why smart AEs partner with CSMs to win more deals and help customers achieve their strategic goals! Too much of selli...
Special guest Christine McKay and I discuss how to get the most from a sales engagement, starting with a value selling mindset — understanding requirements, aligning with the customer’s business goals and demonstrating valu...
Special guest Kevin Dixon and I discuss a key factor in value selling — understanding the participants on the buying team, mapping the relationships and dynamics and coming up with a plan to address their individual and g...
Special guest Meagan Davis and I discuss the essence of sales enablement and how it’s similar to long distance running — you have to prepare, set a project plan, to train, be ready for speed bumps, broken shoe laces, SMEs t...
Special guest Tammi Warfield and I discuss the full customer buying relationship versus the much more limited traditional selling approach. Tammi has held senior leadership roles at Microsoft, BMC, Delphix and more, where she...