Nancy Maluso, Chief Marketing and Strategy Officer at Edgio and I take a deep dive into the power of curiosity and authenticity in the customer engagement process, and the practices of value selling to ensure positive outcome...
Jonathan Mahon, cofounder of The Practice Lab and I take a deep dive into the value of discovery in the sales process, and the application of “deliberate practice” to improve selling skills. While some believe that discovery ...
Special guest Mark Goloboy brings an extensive background in both large and small companies driving demand using data, analytics, process improvement and elbow grease. Together we nerd out on the value of data and shared goal...
The purpose of a sales enablement charter is to define sales enablement, the sales enablement group mission, its focus, how it measures success, the key stakeholders and internal customers. It sets the boundaries of what the ...
Senior sales leadership (and Wall Street analysts) talk a lot about strategic accounts. Of course, that’s where the money is, and more importantly that’s where the profit is. While your top tier of customers may generate 60 o...
While most people think of opportunity reviews as a necessary evil to build pipeline visibility, effective opportunity review sessions serve as a critical planning process to ensure timely deal closings. Yes…a planning proces...
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...