Research and eBooks

we are joined by Matt Phillips, a High-Performance Sales Leadership Coach and Mental Toughness Expert at Matt Phillips Leadership Coaching. Matt is a former professional baseball player in Austria's Bundesliga (first league) and a Division-1 college baseball player in the United States. He also has an extensive background in operations, accounting, and business development, having worked and consulted for multiple Fortune 500 companies worldwide.

Sales planning - a daily discussion topic for every CRO and sales expert. Only a handful of organizations are really able to drive their sales numbers, while others feel like getting stuck.

More sales, more revenue.Every business wants that.Sometimes, your numbers seem like they’re getting stuck in the same place.

Step-by-Step Guide to Revenue Enablement

When it comes to sales, everyone talks about driving more pipelines these days. However, to stay competitive and meet the ever-evolving customer needs and expectations, businesses must constantly adapt and refine their messaging strategies.

AI has emerged as a game-changer in various industries, and sales is no exception.With its ability to analyze vast amounts of data, automate repetitive tasks, and provide valuable insights, AI has the potential to revolutionize the sales process.

Sales effectiveness is not a new theme on our podcast, nor in the sales world in general. But for many salespeople, it’s still something mysterious, and they don’t quite understand why they should even bother about it.

When it comes to generative AI, we’ve all learned that a generic prompt renders a generic result – and the same holds true for your sales calls.

Sales compensation is a sensitive topic for many.When it comes to money, things get tricky.Yet it’s critical to bring themes, such as an effective sales compensation plan determining the success of your business, into discussion.

It’s no secret that successful B2B companies are more focused on customers and how to provide tangible ROI. What’s surprising is that many companies fail to harness one of the most powerful tools to ensure customer acquisition—their value proposition.

Value selling is a sales methodology that focuses on the buyer and the value they receive by doing business with you.

Quantifying value is a vital step in the sales cycle. It proves that salespeople have a developed understanding of a prospect’s business issues and the impact of the proposed solutions — critical ingredients to building buyer confidence and helping prospects justify the purchase. Let’s look at a four-step formula for how to quantify value in sales.

Pursuing greater revenue is a universal goal, correct?Absolutely. In the competitive arena of today’s business world, one crucial element contributing to corporate success, driving revenue, and ensuring sustained customer satisfaction is the seamless integration of sales, marketing, and customer success teams.

ValueSelling

When it comes to objection handling and sales negotiations, there’s much overlap and important moments of nuance. We’ll start by covering the types of objections you may face, along with a proven process for overcoming them. Then, we’ll dive into dependable tactics for negotiating a win-win with your most demanding buyers.

In the digital era, customer engagement is a top priority for businesses across industries.With the rise of technology, customers have more information and choices at their fingertips than ever before.

In today’s rapidly evolving business landscape, security compliance has become a critical concern for organizations of all sizes.

Over the past several months, I’ve spent more time at my satellite office on the East Coast. It’s a beautiful location that sits along a tidal river whose shores I walk most evenings.

In today’s bustling business world, making a mark in the market and boosting revenue is perpetually challenging.With so many things trying to grab people’s attention, consumers are growing more selective about where they invest their money.

What’s the biggest misconception about value selling? A good business case is the only thing needed to win the business.

In today’s cutthroat business landscape, companies need to have a well-coordinated and efficient go-to-market strategy. This includes everything from making the product to marketing it.

On the surface, strategic account planning seems simple. You have access. You have the relationships. And the customer has a vested interest in meeting with you to ensure they receive the value they expect – what could go wrong?

When it comes to sales enablement, many sales leaders expect immediate and exceptional results. However, this is not a realistic expectation.Effective sales enablement requires consistency, patience, and time. By improving just 1% each day, we can see a significant impact over time.

With over 900 million users, LinkedIn has become a powerful tool for lead generation that offers an unparalleled opportunity to connect with professionals across industries and generate high-quality leads for your business.

When you’re sick, what do you do? Google your symptoms, right? Instantly, you’re presented with a slew of information: A headache is most likely a headache – though it could be hay fever, a sinus infection, the flu or even the prelude to a rare neurological condition.

Building strong relationships with customers is crucial for long-term success. Gone are the days when salespeople could solely rely on product knowledge and persuasive tactics to seal deals.

In the dynamic landscape of modern business, embracing data-driven practices has become paramount for companies aiming to thrive in their revenue operations. The significance of such practices derives from their ability to offer invaluable insights into customer behavior, market trends, and other crucial factors that foster business growth and success.

– Subscribe to the Podcast or Write a Review: –‍Stitcher – Google Podcasts – TuneIn – Apple PodcastsCreating a positive company culture is crucial to supporting employee goals and dreams. Employees who feel valued and supported are likely to be engaged, productive, and committed to their [...]

Three weeks ago, I attended the Gartner CSO & Sales Leader Conference in Las Vegas – let me tell you why it was the ideal location.

GUEST: Kenneth Foster, VP of IT Governance, Risk, and Compliance at FLEETCOR

What do revenue operations, buyer-centric selling and value-based selling have in common? At their core, they are concerned with one principle: aligning the revenue engine to the way buyers want to buy. And while most organizations understand the concepts and their theoretical impact on customer experience (CX), there remains a significant gap between theory and practice:

GUEST: Angela Pritchett, Head of Sales Enablement at Eletive

GUEST: Sebastien van Heyningen, President of Central Metric

GUEST: Sandy Robinson, Vice President of Revenue Operations and Business Development at Nymbus

You’re the SVP of Sales at an engineering firm that designs braking technology for major car manufacturers – and you’ve been tasked with growing revenue 20% YOY.

GUEST: Gerald Zankl, CEO and Co-Founder of Kickscale

GUEST: Jill Rowley, GTM Advisor and Limited Partner at Stage 2 Capital

GUEST: Heenle Turner, Vice President of Content and Consulting at The ALL IN Company

Generating reliable, top-of-funnel activity is notoriously difficult these days, not to mention expensive and time-consuming. After all, your outreach must be hyper-personalized, timely and add value to the potential buyer. We all agree on this – at least, in principle

GUESTS: Pablo Dominguez, Operating Partner of Sales and Customer Success at Insight Partners Matthew May, Senior Advisor at Insight Partners

GUEST: Sheila Kloefkorn, President and CEO of KEO Marketing

GUEST: Harry Morton, Founder and CEO of Lower Street

GUEST: Mark Stouse, Chairman and Chief Executive Officer at Proof Analytics

GUESTS: Elizabeth Patterson, Global Talent Acquisition Partner at Sapphire Karan Singh, Revenue Excellence Partner at Sapphire

The understatement of the year? Selling in 2022 has been difficult. As we look to the end of Q4, external factors continue to play havoc with our ability to win new business. From the lingering effects of the pandemic to supply chain disruptions to continued inflation, we’re fighting an unpredictable economic environment – and yet, there are reasons to be hopeful.

GUEST: Mary Shea, Global Innovation Evangelist at Outreach

GUEST: Udi Ledergor, CMO of Gong.io

GUEST: Josh Fonger, CEO of WTS Enterprises

Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training. We learned how to focus on the other individual, generate a feeling of safety, use their language to increase rapport, and tactics for isolating and overcoming obstacles

GUEST: John Kazarian, Founder and CEO of Accelevents

GUEST: Todd Abbott EVP Corporate Development at Mediafly

GUEST: Todd Caponi, speaker, trainer, podcaster, coach, and author of The Transparent Sales Leader

GUEST: Vanessa Judelman, Author, Leadership Coach and President of Mosaic People Development

Over the past two years, the sales profession has seen more than a few headlines that turn heads:

GUEST: Michael Hubbard, Senior Vice President of Customer Success, Services and Support at Smartsheet

GUEST: Moeed Amin, Director and Founder of Proverbial Door

GUEST: Dale Knipp, Strategic Account Leader at Synamedia

Summer means sailing adventures off the coast of Crete and golfing holidays in southern Portugal — and executives anxiously checking emails and monitoring economic developments.

GUEST: Bobby Gillespie, Founder & Principal at Propr Design

GUEST: Jeff Risley, Chief Growth Officer for Saxum

GUEST: James Scherer, VP of Growth at Codeless

GUESTS: Chris Smith, Chief Revenue Officer (CRO), and Matt Richards, Chief Marketing Officer (CMO) at Aqua Security

I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead. The premise was that buyers hate it. They view sales discovery calls as an annoyance — a roadblock to the demos and nuanced answers they crave from vendors.

GUESTS: Lisa Schnare, ValueSelling Managing Partner and Carlos Nouche, ValueSelling Associate and Visualize Vice President

GUEST: Tim Parkin, President at Parkin Consulting

Accurate and reliable forecasting will transform a sales organization. When it comes to a process as vital as this, you would assume there’s no room for guesswork — but the reality plays out differently:

GUEST: Jose Palomino, Founder and CEO of Value Prop Interactive

GUEST: Patrick Baynes, CEO of Nerdwise

You’re scrolling through your LinkedIn feed when you receive a request to connect from an account executive. They recently saw you speak at a sales conference, and your talk resonated with them — seems harmless enough.

GUEST: Angeley Mullins, CMO & CGO at Latana Brand Tracking

GUEST: Brian Walker, President at Statwax

Think back to the last time you shared a meal with a good friend. You likely recall the restaurant and the food, the little sensory details like the man smoking the cigar across the street or the squawking birds in the background.

GUEST: Julius Solaris, VP of Marketing Strategy, Events at Hopin

The Guide To Powerful Sales Prospecting is the definitive source for up-to-date sales prospecting techniques and best practices.

There is a cause-and-effect relationship between developing your people and your sales results. Sales coaching is all about looking forward and developing your people to increase their performance, and it’s growing in importance. High-revenue growth companies invest more in coaching and get better results than lower revenue growth companies. Learn all about Sales Coaching and why it’s a must have for any organization.

GUEST: Cherilynn Castleman, Managing Partner at CGI Executive Coaching and author of “What’s in the CARDS?”

This guide covers virtual selling best practices: You’ll learn how to authentically connect with decision-makers, hold a prospect’s attention, build a powerful business case for the value provided by your solution in real time, and move deals to close.

Research by LinkedIn revealed that while 65% of salespeople (and 72% of top performers) say they always put the buyer first, only 23% of buyers agree. That’s a serious discrepancy — what’s to blame for the mismatch? The single biggest roadblock to implementing a truly buyer-first approach: “Lack of the right skillset among existing sales talent.” The solution is obvious: Sales training that embodies the five principles of the buyer-first mindset — a value-based approach to sales training that creates customer-obsessed sellers who forge long-term relationships. Luckily, that’s what this guide is all about. In it, we’ll cover the fundamentals of value-based selling and how to build a customized sales training program, drive adoption and measure its impact.

How do I be me virtually? Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off. For sales professionals, it’s another story.

GUEST:Jennifer Aplin, CEO and Co-Founder at Digital Magenta Inc.

GUEST: Mike Pastore, Director of Custom Content at Technology Advice and Host of the B2B Nation Podcast

He then stressed the importance of improving seller websites, creating moments of nuance, and focusing on rep-mediated digital experiences — it’s that final point that I want to expand upon.

What better way to kick off winter in the northern hemisphere than with something a little tropical? Specifically, a tropical thought experiment. Now, I know it’s not as exciting as the giveaway for an all-expenses-paid trip to some exotic locale that you were hoping for — but stick with me.

GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates

GUEST: Robbie Kellman Baxter, Strategy Consultant at Peninsula Strategies

GUEST: Lowell Ricklefs, Founder and Managing Partner at Traction Advising M&A

GUEST: Wayne Mullins, Founder at Ugly Mug Marketing

GUEST: Matt Cowell, CEO at QuantHub

GUEST: Margot Bloomstein, author of Trustworthy and Brand & Strategy Consultant at Appropriate, Inc

GUEST: Asa Hochhauser, VP of Sales for McGaw.io

What, exactly, are the behaviors that sales professionals need in a virtual world?To find out, we partnered with Training Industry to survey 464 sales leaders and sales training decision-makers

GUEST: Dr. Terry Wu, Owner of Neuromarketing Services

GUEST: Tony Martignetti, Chief Inspiration Officer at Inspired Purpose Coaching and author of Climbing the Right Mountain

GUEST: Kerry Cunningham, Senior Principal, Product Marketing at 6sense

’Tis the season of the double-edged sword. On the one hand, it’s exciting to look forward to the holiday season. On the other, the end of the quarter and the year loom large, with the finish line already in sight.

GUEST: Geoff Atkinson, Founder and CEO of Huckabuy

GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates